Account Strategist
Jacobs
Date: 8 hours ago
City: Kitchener, ON
Contract type: Full time
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
As a key member of our Buildings & Infrastructure sales team, the Account Strategist leads strategy development and facilitation for select clients and opportunities in Canada, with a focus on the water market in Ontario. Key responsibilities include working with account teams to broaden and strengthen client relationships, leverage Jacobs’ full capabilities, and tailor strong, differentiated sales messages for our strategic pursuits.
More specifically, the Account Strategist will focus on account stewardship and win plan development for clients using Jacobs' Relationship Based Sales (RBS) process, which includes Opening Game (OG), Middle Game (MG), and End Game (EG). We’ll look to you to bring not only strong leadership but also knowledge of your assigned clients’ business, the competitive landscape, and how Jacobs can best serve our clients’ needs.
Opening Game
Account management, known as OG, is focused on building and reinforcing client relationships. As such, you’ll partner with Client Account Managers (CAM) and Client Service Leads (CSL) to help maintain strong account health within your assigned client portfolio. While the CAM or CSL is ultimately responsible for client service, you’ll facilitate and often lead efforts to develop, maintain, and execute strategic client account plans to optimize our business development investment and market share growth.
Middle Game
As strategic opportunities emerge from your assigned accounts, you’ll work closely with CAMs, CSLs, and other pursuit team members to develop and execute effective win strategies that best position our teams for selection. Known as MG, this phase of the sales process includes facilitating pursuit reviews and leading win plan development through regular strategy meetings, gap analyses, competitor analyses, technical strategy development, decision-maker outreach planning, and other discussions to differentiate our pursuit team and win strategy.
End Game
As teams prepare to respond to Requests for Qualifications/Proposals (RFQ/RFP), you’ll debrief the assigned proposal manager on MG intelligence and the opportunity win plan to ensure the pursuit strategy is successfully executed during proposal development, which is known as the EG phase. The proposal manager has overall responsibility for managing EG; depending on the scale and significance of the effort, you may participate in color reviews, take on writing assignments, and/or provide guidance on strategic opportunities. If shortlisted, you’ll often facilitate presentation development, including coaching interview teams, with support from the proposal manager.
The Account Strategist’s responsibilities include, but are not limited to, the following
To facilitate account team and client interaction, we prefer candidates to live in the Greater Toronto Area but candidates in other locations will be considered.
This position will be open for at least 3 days.
Posted Salary Range Minimum
114,500.00
Posted Salary Range Upper
150,225.00
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.
Your impact
As a key member of our Buildings & Infrastructure sales team, the Account Strategist leads strategy development and facilitation for select clients and opportunities in Canada, with a focus on the water market in Ontario. Key responsibilities include working with account teams to broaden and strengthen client relationships, leverage Jacobs’ full capabilities, and tailor strong, differentiated sales messages for our strategic pursuits.
More specifically, the Account Strategist will focus on account stewardship and win plan development for clients using Jacobs' Relationship Based Sales (RBS) process, which includes Opening Game (OG), Middle Game (MG), and End Game (EG). We’ll look to you to bring not only strong leadership but also knowledge of your assigned clients’ business, the competitive landscape, and how Jacobs can best serve our clients’ needs.
Opening Game
Account management, known as OG, is focused on building and reinforcing client relationships. As such, you’ll partner with Client Account Managers (CAM) and Client Service Leads (CSL) to help maintain strong account health within your assigned client portfolio. While the CAM or CSL is ultimately responsible for client service, you’ll facilitate and often lead efforts to develop, maintain, and execute strategic client account plans to optimize our business development investment and market share growth.
Middle Game
As strategic opportunities emerge from your assigned accounts, you’ll work closely with CAMs, CSLs, and other pursuit team members to develop and execute effective win strategies that best position our teams for selection. Known as MG, this phase of the sales process includes facilitating pursuit reviews and leading win plan development through regular strategy meetings, gap analyses, competitor analyses, technical strategy development, decision-maker outreach planning, and other discussions to differentiate our pursuit team and win strategy.
End Game
As teams prepare to respond to Requests for Qualifications/Proposals (RFQ/RFP), you’ll debrief the assigned proposal manager on MG intelligence and the opportunity win plan to ensure the pursuit strategy is successfully executed during proposal development, which is known as the EG phase. The proposal manager has overall responsibility for managing EG; depending on the scale and significance of the effort, you may participate in color reviews, take on writing assignments, and/or provide guidance on strategic opportunities. If shortlisted, you’ll often facilitate presentation development, including coaching interview teams, with support from the proposal manager.
The Account Strategist’s responsibilities include, but are not limited to, the following
- Work collaboratively with CAMs/CSLs and others to develop client account plans and drive the account strategy, including budget management, investment decisions, and alignment with geographic/market priorities
- Lead strategic geography pursuits in the development of opportunity win plans and pursuit strategy
- Serve as a challenger or healthy skeptic to identify risks and recognize opportunities for innovation and growth
- Attend client, partner, or stakeholder-facing meetings, industry events, professional societies, and other marketplace engagements as relevant to advance strategy
- Champion and adhere to Jacobs’ RBS sales process, branding and editing standards, data management best practices, as well as other standard tools and processes
- Be a capable and compliant user of Jacobs’ Client Success Platform (CSP) powered by Salesforce
- Fully align with Jacobs Core Values and act as an inclusive leader
- Seven or more years of sales, marketing, or business development experience within the architectural, engineering, and construction (AEC) industry
- Experience working with clients in the water, transportation, or cities & places markets
- Experience with relationship-based sales with an emphasis on developing win strategies and differentiated value propositions
- Strong sales and business acumen including financial literacy, strategic thinking, market awareness, problem-solving, decision-making, and leadership abilities
- Strong written and verbal communication skills, including interview skills
- Ability to develop, nurture, and maintain relationships
- Preferred / optional Bachelor’s degree in business, marketing, communications, journalism, or related field
- Relationships with clients and/or teaming partners in aligned Accounts
- Proficiency in using Salesforce for account planning and opportunity management
- Fluency in Microsoft Office and Adobe applications
- Active external/industry engagement
- Ability to travel
- Candidates in other Canadian locations are welcome to apply.
To facilitate account team and client interaction, we prefer candidates to live in the Greater Toronto Area but candidates in other locations will be considered.
This position will be open for at least 3 days.
Posted Salary Range Minimum
114,500.00
Posted Salary Range Upper
150,225.00
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.
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