Client Account Manager - Federal Intelligence Community

Client Account Manager

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.

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, 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.

Minimum Requirements:

• Bachelor's degree in architecture, engineering, or other related discipline that aligns with AECOMs 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