AECOM Client Account Manager - GSA in Chelmsford, Massachusetts
AECOM seeks an experienced GSA Client Account Manager (CAM) as part of its growth-focused Governments program. 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 clients. The CAM will report to the National Governments business line. This position can be remotely based anywhere in the United States.
At AECOM, we believe infrastructure creates opportunity for everyone. Whether it’s improving your commute, keeping the lights on, providing access to clean water or transforming skylines, our work helps people and communities thrive.
We take on the most complex challenges and pioneer innovative, iconic solutions that push the limits of what’s possible – the world’s longest cable-stayed bridge, record-breaking sports events, the largest greenfield port development mega project, life-sustaining disaster recovery programs, and the tallest tower in the Western Hemisphere.
On projects spanning transportation, buildings, water, energy and the environment, we deliver professional services throughout the project lifecycle.
We are proud to be recognized for excellence:
Named one of Fortune magazine's "World's Most Admired Companies" for the sixth consecutive year
Ranked #1 in Engineering News-Record ’s 2020 “Top 200 Environmental Firms”
Ranked #1 in Transportation and General Building in Engineering News-Record ’s 2020 “Top 500 Design Firms”
VIQTORY 2020 Military Friendly® Gold Employer Account Management
Establishes and proactively maintains strong professional relationships and credibility with planning and business executives across market sector accounts.
Acts as a business partner and "extension" of the customer's executive management team.
Builds short-term and long-term growth and engagement plans (three years or more) for each customer using Account Business Planning processes that will be developed within Salesforce.
Provides the business rationale and risk assessment for making AECOM investments in each customer account by building strong business cases that crystallize value propositions.
Employs a consultative selling approach to develop compelling business cases to differentiate and highlight the value of AECOM's solutions, and win targeted business.
Positions and maps AECOM capabilities to customer business objectives and initiatives.
Leverages existing engagements to spawn new business that results in on-going profitable revenue growth for AECOM.
Works to identify AECOM executives and other company resources with whom to build and nurture client relationships across business lines (BLs) and geographies.
Builds, monitors and orchestrates sales pipeline activities to advance, invest in or divest of opportunities.
Demonstrates a high level of motivation and entrepreneurial ability in supporting pursuits and closing of deals.
Plans, manages and supervises proposal efforts in concert with the capture managers, the marketing and sales operations teams, and with resources from within the AECOM operation organization.
Keeps abreast of the industry and business challenges and leverages this knowledge to focus on direct sales activities.
People and Relationship Management
Coordinates all AECOM activities for the account (e.g. sales activity, marketing programs, executive forums, alliances, partnerships, delivery of on-going engagements and client satisfaction surveys).
Actively engages the Executive Sponsor and selectively leverages other senior AECOM executives to build strategic relationships which favorably position long-term business opportunities for AECOM and are complementary to overall account activities.
Motivates and supports sales teams in selling; counsels and supports individuals through selling challenges.
Mentors junior sales and operation staff in business development and proposal development.
Bachelor's degree in a technical/engineering field of study.
Ten or more years of business management experience with GSA programs and has relationships with the individual GSA regions.
Minimum of 2 years of leadership experience.
Fifteen or more years of business management experience.
Demonstrated ability to work in a highly collaborative environment.
Experience in professional services sales.
In-depth knowledge of consultative selling approaches.
Outstanding communication skills.
Expert negotiation skills.
Knowledge and/or willingness to quickly learn and adapt to AECOM's entire portfolio.
CRM (Salesforce) experience is a plus.
What We Offer
When you join AECOM, you become part of a company that is pioneering the future. Our teams around the world are involved in some of the most cutting-edge and innovative projects and programs of our time, addressing the big challenges of today and shaping the built environment for generations to come. We ensure a workplace that encourages growth, flexibility and creativity, as well as a company culture that champions inclusion, diversity and overall employee well-being through programs supported by company leadership. Our core values define who we are, how we act and what we aspire to, which comes down to not only delivering a better world, but working to “make amazing happen” in each neighborhood, community and city we touch. As an Equal Opportunity Employer, we believe in each person’s potential, and we’ll help you reach yours.
Job Category Business Development
Business Line Geography OH
Business Group Design and Consulting Services Group (DCS)
Country United States of America
Position Status Full Time
Requisition/Vacancy No. 256121BR
Additional Locations US - Atlanta, GA - 1 Philips Drive, US - Austin, TX - 13640 Briarwick Drive, Suite 200, US - Chelmsford, MA - 250 Apollo Drive, US - Chicago, IL - 303 E Wacker Drive, US - Dallas, TX - 13355 Noel Road, US - Houston, TX - 10550 Richmond Avenue, US - Los Angeles, CA - 1800 Avenue of the Stars Suite 1425, US - New York, NY - 100 Broadway, 3rd + 4th Floors, US - Philadelphia, PA - 1700 Market St, US - Seattle, WA - 1111 3rd Avenue
Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status.