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Account Strategist

2 months ago

Salt Lake City, United States Jacobs Full time

As a fundamental member of the sales team, the Account Strategist will help lead effective facilitation and strategy development for select Water market clients and opportunities in our West Central geography, particularly Colorado and Utah. In this role you'll be a vital member of Jacobs' West Central Sales team and play a key role in helping achieve the geography's in helping to achieve established sales goals and other performance metrics. Key measures of success include continually broadening and strengthening client relationships, expanding cross-market solutions, leveraging the full capabilities of Jacobs, and tailoring strong delivery strategies, win themes, and differentiators for strategic proposals and interviews.

More specifically, the Account Strategist will focus on account stewardship and win plan development for clients using Jacobs' Relationship Based Sales (RBS) process, which includes Opening Game (OG), Middle Game (MG), and End Game (EG). We’ll look to you to bring strong knowledge of the dynamics within your assigned clients’ business environment, driving factors within their business, the competitive landscape, and how Jacobs can best serve client needs.

Account management, known as OG, is focused on building and reinforcing client relationships to achieve client satisfaction with our work and fully leverage our relationships to benefit our clients and Jacobs. As such, you’ll partner with Client Account Managers (CAM), Client Service Lead (CSL), and/or sales leads to help maintain strong account health within your assigned client portfolio. While the CAM or CSL is ultimately responsible for client service, you’ll facilitate and often lead efforts to develop, maintain, and execute strategic client account plans to optimize our business development investment and market share growth.

As strategic opportunities emerge from your assigned accounts, you’ll work closely with CAMs, sales leads, and members of opportunity sales teams to develop and execute effective winning strategies that best position our teams for selection. Known as MG, this phase of the sales process includes facilitating Go/No Go reviews and leading win plan development through regular strategy meetings, gap analyses, competitor analyses, technical strategy development, decision-maker outreach planning, and storyboarding. MG strategy development for priority pursuits is the primary focus and overall responsibility of the Account Strategist.

As teams prepare to respond to Requests for Qualifications/Proposals (RFQ/RFP), you’ll help build the pursuit team and debrief the assigned proposal manager on MG intelligence and the opportunity win plan to ensure the pursuit strategy is executed during proposal development, which is known as the EG phase. The proposal manager has overall responsibility for managing EG; depending on the scale and significance of the effort, you may attend color reviews, take writing assignments, and/or provide strategic oversight and decision making on must-win opportunities. If shortlisted, you will often lead presentation development, including coaching interview teams, with support from the proposal manager and broader team.

Responsibilities include (but are not limited to) the following:

  • Fully align with Jacobs Core Values and act as an inclusive leader

  • Work collaboratively with CAM/CSLs and others to develop client account plans and drive the account strategy, including budget management, investment decisions, and alignment with geographic/market priorities

  • Help develop new, strategically significant client accounts

  • Lead opportunity analysis and win plan/strategy development to position for strategic opportunities

  • Serve as a challenger or healthy skeptic to identify risks and recognize opportunities that influence the strategy

  • Attend client, partner, or stakeholder-facing meetings, industry events, professional societies, and other external marketplace engagements as relevant to advance strategy

  • Champion and adhere to Jacobs’ branding and editing standards, data management best practices, RBS sales process, as well as other standard tools and processes

  • Be a capable and compliant user of Jacobs’ Client Success Platform (CSP)

  • Other account-centered, strategic efforts to help achieve the sales goals of the geography/market

  • Seven or more years of sales, marketing, or business development experience within the architectural, engineering, and construction (AEC) industry, preferably water experience

  • Experience with relationship-based sales with an emphasis on developing winning strategies and differentiating value propositions

  • Ability to thrive in a fast-paced and high-pressure environment

  • Strong business acumen including financial literacy, strategic thinking, market awareness, problem-solving, decision-making, and leadership

  • Excellent written and verbal communication skills, including interview skills

  • Team player with the ability to develop, nurture, and maintain relationships across the company

  • Desire to be an integral part of creating change by embracing our industry leading company culture focused on inclusion, diversity, and environmental change

Ideally, You'll also have:

  • Bachelor’s degree in a technical field such as Business, Marketing, Communications/rhetoric, Journalism, English, or related technical field

  • Experience working with public sector clients

  • Relationships with clients and/or teaming partners in aligned Accounts

  • Proficiency in using SalesForce for account planning and opportunity management

  • Active external industry engagement

  • Ability to travel (minimal)

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.