Digital Aviation Integrated Sales Lead

2 weeks ago

Cincinnati, United States Jacobs Full time

As a Digital Aviation Sales Director, you will have the opportunity to impact strategic business relationships with key Aviation clients to ensure that Jacobs has a sustained relationship with those clients to achieve complete client satisfaction with work, and fully leverage the relationship to benefit the clients and the firm. Working with members of our team your focus is to make sure that Jacobs is the client’s firm-of-choice, and that the company has a thorough understanding of the client’s needs and is seen as their best advocate for accomplishing their goals.

Responsibilities:

The Digital Aviation Sales Director is responsible for establishing the growth strategy, building the sales pipeline and leading major pursuits. They will work the Jacobs aviation market director, integrated sales team, and Data & Digital leaders as well as sales account leads at individual airports to develop long-term growth strategies while also identifying immediate opportunities to sell Jacobs digital solutions through existing contracts. The individual will be responsible for managing (3) to three (5) simultaneous pursuits assuming primary ownership and accountability for the proposed solution maturation through the Jacobs relationship base sales process industry Capture Management Processes to include strategy development, competitive assessments, teaming and price to win strategies for compliant and compelling offer development and proposals. In addition, the Digital Aviation Sales Director will support 5-10 proposals that may have smaller digital components. The initial year the candidate will target booking over $3M (gross margin) in digital aviation contracts.

During your time with us you will:

• Serve as the point of contact for digital aviation and develop strategies to grow the practice for various clients in North America

• Identify, charter, and lead teams comprised of multi-disciplinary project managers and regional practice leaders around common vision of success

• Facilitate creation of deep, personal, valuable client relationships between Jacob’s personnel and client personnel (management, technical, functional, delivery) to weave a fabric of broad-based relationships between our firm and the clients

• Advocate on client's behalf by actively engaging the firm to address client needs, and recommend strategic actions to optimize our business development investment and market share growth

• Identify higher levels of client engagement for executive sponsors

• Secure management commitment and influence/attract key staff for pursuits

• Work with office/corporate leaders to develop strategies for key hiring on strategic pursuits, identifying key project pursuits, team growth, office growth, profitability, employee development and employee satisfaction

• Actively engage with project and Sales teams to influence pursuit team on sales process discipline, win strategy and proposal development, interviews and presentations

• Coordinate and facilitate the Sales process, including Go/No Go decisions, and help develop required sales costs aligned with opportunity potential and return on investment objectives

• Ability to demonstrate complete comfort with being viewed as a leader in the Digital Aviation with recognized authority 

• Drive proposal and pre-proposal processes to completion - whatever tasks that may entail - from drafting to finding the right SMEs and getting the right approvals.

• Quickly learn Jacobs sales processes and procedures and use existing structures to facilitate success.

*In addition to base compensation there are LTI & LPP attached to this role

Jacobs is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, religion, creed, color, national origin, ancestry, sex (including pregnancy, childbirth, breastfeeding, or medical conditions related to pregnancy, childbirth, or breastfeeding), age, medical condition, marital or domestic partner status, sexual orientation, gender, gender identity, gender expression and transgender status, mental disability or physical disability, genetic information, military or veteran status, citizenship, low-income status or any other status or characteristic protected by applicable law. Learn more about your rights under Federal EEO laws and supplemental language.

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