Job Information
AECOM Client Account Manager in Arlington, Virginia
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
Be a prime mover in building the federal team
Spread the vision, and team accolades
AECOM’s Buildings + Places practice includes architecture, interiors, building engineering, workplace strategy, business transformation, asset advisory, economics and development planning, master planning, urban planning, and landscape architecture. With a range of expertise from strategy and design through project realization, we create better outcomes to grow economies, protect natural systems, conserve natural resources, make societies more equitable, and connect and engage people through innovative, sustainable design solutions. Our teams have worked on signature projects such as the London 2012 Olympic Park and Legacy Framework, to the new plan for the LA2028 Olympics, to industrial facilities for GE and Rolls-Royce, to headquarters and workplaces for NASA, Unilever, Sony Music, DirecTV, Box, Inc., and many Fortune 500 companies.
Qualifications
Minimum Requirements:
Bachelor's degree in architecture, engineering, or other related discipline that aligns with AECOM’s Business Lines plus eight (8) years of relevant experience or demonstrated equivalency of experience and/or education
Professional experience working with US Federal government agencies on Architect-Engineering programs including at least 4 years in a leadership role
Due to the nature of the role, US citizenship is required
Professional experience with consultative selling approaches
Top Secret level security clearance
Preferred Qualifications:
Twelve (12) years of professional AEC experience working with U.S. Federal Government Agencies
Knowledge and/or willingness to quickly learn and adapt to AECOM's entire portfolio
TS-SCI (Top Secret/Sensitive Compartmented Information) clearance is preferred
Outstanding communication skills
Experienced with negotiations
CRM (Salesforce) experience is a plus
Additional Information
Relocation is not available for this position
Sponsorship is not available for this position
Offered compensation will be based on location and individual qualifications. The expected range is $165,000.00 - $220,000.00.
About AECOM
AECOM is proud to offer comprehensive benefits to meet the diverse needs of our employees. Depending on your employment status, AECOM benefits may include medical, dental, vision, life, AD&D, disability benefits, paid time off, leaves of absences, voluntary benefits, perks, well-being resources, employee assistance program, business travel insurance, service recognition awards, retirement savings plan, and employee stock purchase plan.
AECOM is the world’s trusted infrastructure consulting firm, delivering professional services throughout the project lifecycle – from advisory, planning, design and engineering to program and construction management. On projects spanning transportation, buildings, water, new energy and the environment, our public- and private-sector clients trust us to solve their most complex challenges. Our teams are driven by a common purpose to deliver a better world through our unrivaled technical and digital expertise, a culture of equity, diversity and inclusion, and a commitment to environmental, social and governance priorities. AECOM is a Fortune 500 firm and its Professional Services business had revenue of $14.4 billion in fiscal year 2023. See how we are delivering sustainable legacies for generations to come at aecom.com and @AECOM.
Freedom to Grow in a World of Opportunity
You will have the flexibility you need to do your best work with hybrid work options. Whether you’re working from an AECOM office, remote location or at a client site, you will be working in a dynamic environment where your integrity, entrepreneurial spirit and pioneering mindset are championed.
You will help us foster a safe and respectful workplace, where we invite everyone to bring their whole selves to work using their unique talents, backgrounds and expertise to create transformational outcomes for our clients.
AECOM provides a wide array of compensation, benefits and well-being programs to meet the diverse needs of our employees and their families. We’re the world’s trusted global infrastructure firm, and we’re in this together – your growth and success are ours too.
Join us, and you’ll get all the benefits of being a part of a global, publicly traded firm – access to industry-leading technology and thinking and transformational work with big impact and work flexibility. As an Equal Opportunity Employer, we believe in each person’s potential, and we’ll help you reach yours.
All your information will be kept confidential according to EEO guidelines.
ReqID: J10116350
Business Line: B&P - Buildings & Places
Business Group: DCS
Strategic Business Unit: East
Career Area: Business Development
Work Location Model: Hybrid
Legal Entity: AECOM Technical Services Inc