Client Account Manager - Federal Intelligence Community

Company Description

Work with Us. Change the World.

At AECOM, we're delivering a better world. Whether improving your commute, keeping the lights on, providing access to clean water, or transforming skylines, our work helps people and communities thrive. We are the world's trusted infrastructure consulting firm, partnering with clients to solve the world’s most complex challenges and build legacies for future generations.

There has never been a better time to be at AECOM. With accelerating infrastructure investment worldwide, our services are in great demand. We invite you to bring your bold ideas and big dreams and become part of a global team of over 50,000 planners, designers, engineers, scientists, digital innovators, program and construction managers and other professionals delivering projects that create a positive and tangible impact around the world.

We're one global team driven by our common purpose to deliver a better world. Join us.

Job Description

AECOM seeks an experienced Business and Sales Executive for the Federal Intelligence Community (IC) Client Account Management (CAM) role as part of its growth-focused Buildings and Places Business Line. The CAM is a high-visibility role that provides selected candidates with an opportunity to influence AECOM’s internal strategy through sales and business development leadership while building long-term relationships with key corporate accounts.  The CAM will focus on planning, architecture and engineering projects and report to the Managing Principal in the Washington DC Office. Due to the location of our client base, the selected individual will need to either reside in the Washington DC metro area (or within a reasonable commuting distance) or relocate to that area.  This role will offer flexibility for primarily remote work schedules. Located

With the Managing Principal and Regional Market Leadership, the CAM will drive sustainable and reproducible growth with the Intelligence Community.  This will be readily accomplished by successfully delivering on the following requirements: 

The CAM will be responsible for client relations, market analysis, strategy development, positioning, capture and management of client contracts in the Washington DC region.  This includes developing and executing strategic and client account plans that will achieve annual targets and grow the program year over year.  The CAM is the advocate for their assigned Account that provide a host of professional technical services focused on planning and vertical structures 

The CAM must be a strong leader, able to inspire, motivate and communicate effectively. They will collaborate with AECOM members across all Business Lines. They will help lead and manage programs, establishing strategies and driving growth for their assigned Account.  They lead and coordinate engagement with the client, identifying new opportunities and work with others to win task orders and new contracts.  The CAM monitors the performance of AECOM team members executing professional technical services and leads discussions to resolve any issues or concerns with the client.   

Strategic Direction, Intelligence, and Positioning 

• Strategic Plan Development & Management
• Identify external drivers influencing the marketplace
• Determine where to put resources and investment dollars for growth 
• Competitor analyses
• Coordination and collaboration with the Regional and National AECOM leadership

Account Plan Development 

• Execute the strategic direction and plan for individual clients
• Develop relationships and identify opportunities with agencies 
• Monitor and support Sales opportunities in other Business Lines 

Account Performance 

• Establish growth targets and coordinate with Regional Market Sector Leads, Managing Principals, Program Managers and Subject Matter Experts to execute the strategy 
• Year over year bookings growth with Intelligence Community clients 

Pursuit Support & SalesForce Management 

• Weekly review and update of the salesforce pipeline 
• Develop the strategy and along with the capture team, identify the course of action to strategic contracts 
• Assist Program Managers with teaming and negotiating 
• Facilitate Risk Mgmt sign-offs/ pricing/ proposal review/ and all other unique federal requirements

Contract Fill-up 

• Monitor Program Manager performance monthly for achieving bookings against contract capacity

Client Relationships 

• Lead/manage key relationships  
• Closely oversee corrective actions and monitor recoveries 

Lead and Motivate 

• Promote the AECOM brand; inspire participation in professional activities & white paper development