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Client Account Partner (CAP)- Virginia Transportation and Water Portfolios

Company: Jacobs Engineering Group Inc.
Location: Arlington
Posted on: June 12, 2021

Job Description:

The Client Account Partner (CAP) is an integral position within Jacobs' People & Places Solutions Growth & Sales organization in the Americas. As the CAP you'll work closely with the Client Account Managers (CAMs) focused on growing our Virginia transportation and water portfolios that includes a range of services and delivery models for the highway and bridge, rail, aviation, ports and maritime markets and water, wastewater and water resources. Most CAPs have held roles of increasing responsibility in the field of proposal management and sales strategy and are considered demonstrated and effective stakeholders on all sizes of pursuits.

As the CAP, we'll ask you to partner with CAM(s) to develop and cultivate sales strategy through market intelligence, awareness and engagement, relationship building, leadership, communication, organization, and planning on both an account and opportunity level. You'll be the primary pursuit lead on strategic opportunities leading a broader team of proposal managers, graphic designers, and document publishers. You'll also be responsible for writing the corporate qualifications sections and collaborating with subject matter experts on the technical sections of an opportunity and building storylines for differentiating presentations.

We'll look to you do build a thorough understanding of regional and local office qualifications, markets, clients, partners, and competitors; knowledgeable of corporate offerings, markets, and best practices. And you'll partner with sales leadership to drive growth and demonstrates client advocacy and leadership on assigned accounts

Your business acumen will be showcased when you partner with CAM(s) on strategic account(s) and/or market(s) to develop account plans, track opportunities, understand client priorities, and set sales strategies, as well as on go/no-go and bid/no-bid discussions and opportunity risk reviews. As we aim higher, you'll cultivate consistent sales strategies and key account messaging that promote the Jacobs brand.

We'll provide you career growth when asking you to manage the proposal development process for large, strategic pursuits from kick-off, storyboarding, sales and technical writing, compliance reviews, and production. As well as lead presentation development, including theme statements, winning attributes and feature/benefit/proof slides. Working with subject matter experts on content development and graphic designers on overall look. Organizing rehearsals that include developing practice questions and answers as well as coaching speakers in presentation skills.

You'll champion and adhering to Jacobs branding and editing standards, data management best practices, as well as other standard tools and processes. You'll guide and mentor other CAPs and proposal staff, as well as providing broad technical or functional guidance and leadership to others

At Jacobs, we're partnering across the globe to create the best project outcomes by maximizing the design, digital technology, and support capabilities of our Global Integrated Delivery (GID) teammates. By joining Jacobs, you'll commit to supporting and engaging with these teams, as we work to build a company like no other.

  • Detailed understanding of and experience with relationship-based sales processes, systems, and tools
  • Relevant experience preferably within the architecture, engineering, construction industry.
  • Background/experience in the transportation infrastructure industry is preferred but will consider experience in related infrastructure fields of water, built environment, program management, construction management
  • Strong leader with ability to marshal resources (people, material, support), solve problems, and work collaboratively with a team in a fast-paced environment; ability to handle multiple, simultaneous projects and work under strict deadlines is required
  • Team player with great interpersonal skills and ability to develop, nurture, and maintain relationships at all levels with the company
  • Ability to maintain a sense of humor under pressure a must
  • Proven ability to organize, direct, and motivate a multidiscipline pursuit team to develop strategic sales deliverables
  • Demonstrated ability to communicate complex concepts in easy to read and compelling text
  • Self-motivated with a willingness to take initiative and solve complex problems
  • Capability to negotiate with and influence others
  • Desire to be an integral part of creating change by embracing our industry leading company culture that is focused on inclusion, diversity, and environmental change
  • Committed to supporting company strategic goals and maintaining profitable growth
  • Thorough knowledge of desktop publishing software, including Microsoft Word and Adobe Acrobat; proficiency in specialized applications, such as Adobe InDesign, a plus
  • Proficient in using SalesForce for account planning and opportunity management
  • Education/training related to business, sales, marketing, communications, engineering, science, or related field preferred

Keywords: Jacobs Engineering Group Inc., Arlington , Client Account Partner (CAP)- Virginia Transportation and Water Portfolios, Other , Arlington, Virginia

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