At Jacobs, we never settle-we push boundaries, raise the bar, and deliver with excellence. With expertise, innovation, and optimism, we shape the future, ensuring every project makes a meaningful difference
As a Client Account Manager for Higher Education for our Cities & Places East Region practice, you will have the opportunity to impact strategic business relationships with key clients to assure Jacobs has sustained client relationships to achieve client satisfaction and fully leverage relationships to benefit the clients and the firm. Working with members of our team, your focus is to boost Jacobs' position as our clients' firm-of-choice for design at top-tier Colleges and Universities. You will also make certain Jacobs has a thorough understanding of client's needs and is seen as their best advocate for accomplishing their goals.
In this role, you will lead select top-tier public and private research institutions Higher Education client accounts, primarily located in the Eastern United States, with a focus in Massachusetts, New York, Missouri, Illinois, Pennsylvania, North Carolina, Georgia and Florida. You will collaborate with our delivery teams to sustain existing workload, grow our pipeline, and lead strategy development for transformational contracts.
This position can be based in Atlanta, Boston, Chicago, New York, Philadelphia, St. Louis, Orlando, or Tampa. This is a hybrid role. Ideally, you will work from a local Jacobs on average 2 days per week. Travel for this role is less than 20% per year. This position is not eligible for immigration sponsorship.
What you'll do:
Serve as the point of contact for client service activities and develop strategies to grow the higher education practice for various clients in the East Region.
Work with the Geographic Cities & Places Market Growth Director to align Higher Education strategy within the broader East portfolio.
Identify new sales opportunities through opening and middle game activities to achieve individual annual sales goal.
Identify, charter, and lead client service teams comprised of multi-disciplinary project managers and regional practice leaders around common vision of success.
Facilitate 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 teams 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.
Participate in industry organizations including but not limited to the Society for College and University Planning (SCUP), Association of American Medical Colleges (AAMC), National Association of College and University Business Officers (NACUBO), and community engagement, and lead efforts to get local staff out into the community to build relationships and enhance our brand.
Bachelor's?degree?in architecture, engineering, or planning related to design, or equivalent related work experience in lieu of a degree.
15 years of experience in?architecture, engineering and/or related disciplines associated with the higher education design market sector.
Proven record of coordinating teams and winning work on an area or statewide basis within in the Higher Ed market.? ?
High level existing contacts and strong relationships with Higher Education clients, and a successful record of winning design work with these clients.
Sales knowledge on how to identify contracts well in advance, respond to RFPs/solicitations, interview, and win new work.
Ability to collaborate with diverse internal teams, including sales staff, operations teams, legal, and contracting.
Knowledge of and relationships with potential teaming partners, both large firms and small business partners, to advance our position in the market and develop the most responsive teams for our clients.
Be a strong team leader, consensus builder, and team player skilled in technical writing, communicating, and presenting to clients.
Have a demonstrated ability to be a leader in the Higher Education market.
Ideally,?You Will Also Have:?
Proven record of developing zippered relationships with key clients at all levels (from executives to key management levels).
Ability to open doors for initiating relationships at the client organization to serve as a business leader by leading an account team.
Ability to set a vision and strategy, coach/mentor and motivate team, and drive accountability to achieve the designated sales goal.
Ability to lead through influence.
High level of emotional intelligence.
Skills as an innovative and solutions-oriented thinker.
Client political savviness.
A technical background/experience in delivering or managing Higher Education projects or programs is considered a positive and adds credibility in architecture, consulting, engineering, construction industry service offerings and delivery.
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.
