Client Account Manager (CAM) - Navy

Jacobs; Virginia Beach (VA); Hybrid; USD 113,000 - 198,000; Full time

Benefits offered by this job

Medical, dental, vision insurance

401(k) plan

Company stock purchase

Deferred compensation plan

PPTO policy

Job summary

Jacobs is seeking a Client Account Manager to advance growth and sales with NAVFAC, leveraging broad capabilities from the Federal Performance Unit. You will manage client relationships, coordinate capture teams, and shape proposals to win federal contracts.

Ideal candidates have a BS in engineering, US citizenship, and 10+ years in DOD/NAVFAC business development or delivery, with AE design/construction experience. Hybrid work policy applies.

Qualifications

• Bachelor of Science or Engineering or equivalent.
• United States Citizenship.
• 10+ years of relevant DOD/NAVFAC business development and/or project delivery and program management experience, with emphasis in AE design and construction programs.
• Existing relationships across the Department of Navy client portfolios.
• Existing knowledge of DOD design and construction requirements and standards.

Responsibilities

• Represent Jacobs to the client in a positive, relationship-oriented, solutions-delivery approach by leveraging the depth and breadth of Jacobs’ capabilities.
• Advocate on the client's behalf by actively engaging the firm to address client needs and recommend strategic actions to optimize our investment and market growth.
• Facilitate creation of deep, personal, valuable client relationships between Jacobs personnel and client personnel to facilitate positive working atmospheres and broaden understanding of client objectives.
• Develop trust and credibility with clients by engaging in business discussions to understand key drivers to best align our solutions with client’s needs.
• Identify and prioritize business opportunities that lead to consistent growth for the Firm.
• Assess project and program requirements, while developing a sound approach to meet client needs.
• Lead capture teams to influence sales process discipline, win strategy, and value proposition for proposals.
• Coordinate with subcontractors and teaming partners, identify new companies, and create best teams to improve client support.
• Coordinate and facilitate Go/No Go decisions and help develop required sales costs aligned with ROI objectives.
• Identify, coordinate, and lead capture teams and shape proposal development for Federal contracts.
• Lead development of opportunity fee proposals and coordinate with discipline leadership for input.
• Participate in negotiations with the client.
• Secure management commitment and attract key staff for pursuits.
• Partner with Operations Teams to ensure successful execution and delivery to the client.
• Represent Jacobs at conferences and workshops to engage with the client.
• Develop a deep understanding of the competition for this client market.
• Identify higher levels of client engagement for executive sponsors.
• Develop and deliver on client-specific strategy, business plan and KPIs.

Education

Bachelor of Science or Engineering or equivalent

Job description

At Jacobs, we're challenging today to reinvent tomorrow by solving the world's most critical problems for thriving cities, resilient environments, mission-critical outcomes, operational advancement, scientific discovery and cutting-edge manufacturing, turning abstract ideas into realities that transform the world for good.

Your impact

Jacobs’ Federal Performance Unit within the Buildings and Infrastructure Line of Business has global reach to serve its diverse client base with specialized project delivery. We create and deliver solutions in the Buildings & Infrastructure with end-to-end solutions to complex challenges that span the entire project lifecycle.

We provide our clients award-winning planning, engineering, architectural and interior design, construction and program/construction management, operations & maintenance support, design-build project delivery, and the full span of environmental services. Our consulting practices leverage thought leadership in the areas of asset management, energy solutions, and business strategies.

Reporting to the Navy Portfolio Sales Director, this Client Account Manager (CAM) position has the principal focus of participating in the refinement of our growth and sales strategy for our Department of Navy clientele, primarily the Naval Facilities Engineering Systems Command (NAVFAC), and implementing the same. This business development position will serve our client’s requirements and missions, with an emphasis in the engagement in the areas of facilities and infrastructure (professional services supporting the military construction (MILCON) and sustainment, restoration, and modernization (SR/M) programs). Specific client assignment will depend on the candidate’s existing client base and relationships, areas of expertise, and/or location.

In this strategic role you will

• Represent Jacobs to the client in a positive, relationship-oriented, solutions-delivery approach by leveraging the depth and breadth of Jacobs’ capabilities.
• Advocate on the client's behalf by actively engaging the firm to address client needs and recommend strategic actions to optimize our investment and market growth.
• Facilitate creation of deep, personal, valuable client relationships between Jacobs personnel and client personnel (management, technical, functional, delivery) to facilitate positive working atmospheres, and to broaden the firm’s understanding of underlying client objectives at the appropriate levels.
• Develop trust and credibility with clients by engaging in business discussions to understand key drivers to best align our solutions with client’s needs.
• Identify and prioritize business opportunities that lead to consistent growth for the Firm.
• Assess project and program requirements, while developing and recommending a sound approach to meet the needs of the project and client.
• Actively lead and engage with capture teams to influence sales process discipline, win strategy, and value proposition for proposal development, interviews, and presentations.
• Coordinating with subcontractors and other teaming partners, identifying and engaging with new companies, and creating the best teams to improve client support and strengthen our commercial position.
• Coordinate and facilitate Go/No Go decisions and help develop required sales costs aligned with opportunity potential and return on investment objectives.
• Identify, coordinate, and lead capture teams and actively manage and shape proposal development for Federal contracts.
• Lead the development of opportunity fee proposals and coordinate with discipline leadership for input.
• Participate in negotiations with the client.
• Secure management commitment and influence/attract key staff for pursuits.
• Partner with Operations Teams to ensure successful execution and delivery to the client. This informal client feedback and working with delivery teams to ensure client requirements for work product, value, and SB goals are met and to create strong Trusted Advisor relationship.
• Represent Jacobs at conferences, symposiums, seminars, and workshops to actively engage with the client.
• Develop a deep understanding of the competition for this client market.
• Identify higher levels of client engagement for executive sponsors.
• Develop and deliver on client specific strategy, business plan and KPIs.

Preferred Locations

• Tier 1 - Norfolk/Virginia Beach or Jacksonville, FL
• Tier 2 - Washington, DC area
• Tier 3 - Eastern US near a major airport and ability to travel 50%

Here’s what you’ll need

• Bachelor of Science or Engineering or equivalent
• United States Citizenship
• 10+ years of relevant DOD/NAVFAC business development and/or project delivery and program management experience, with an emphasis in AE design and construction programs
• Existing relationships across the Department of Navy client portfolios
• Existing knowledge of DOD design and construction requirements and standards

Ideally, you’ll also have

• Existing security clearance
• PE License
• Master’s degree

Our health and welfare benefits are designed to invest in you, and in the things you care about. Your health. Your well-being. Your security. Your future.

• Employees have access to medical, dental, vision, and basic life insurance, a 401(k) plan, and the ability to purchase company stock at a discount.
• Eligible employees may also enroll in a deferred compensation plan or the Executive Deferral Plan.
• Jacobs has an unlimited U.S. Personalized Paid Time Off (PPTO) policy for full‑time salaried/exempt employees, seven paid holidays, and caregiver leave.
• And certain roles may be eligible for additional rewards, including merit increases, performance discretionary bonus, and stock.

The base salary range for this position is $113,100.00 to $197,900.00. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.

We value collaboration and believe that in‑person interactions are crucial for both our culture and client delivery. We empower employees with our hybrid working policy, allowing them to split their work week between Jacobs offices/projects and remote locations enabling them to deliver their best work.

Your application experience is important to us, and we’re keen to adapt to make every interaction even better. If you require further support or reasonable adjustments with regards to the recruitment process (for example, you require the application form in a different format), please contact the team via Careers Support.