AECOM Looking for National Defence Client Account Manager at Canada Full Time

We will give you 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 culture of equity, diversity and inclusion – 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. We will encourage you to grow and develop your career with us through our technical and professional development programs and diverse career opportunities. We believe in leadership at all levels. No matter where you sit in the organization you can make a lasting impact on the projects you work on, the teams and committees you join and our business. We offer competitive pay and benefits, well-being programs to support you and your family, and the development resources you need to advance your career. When you join us, you will connect and collaborate with a global network of experts – planners, designers, engineers, scientists, consultants, program and construction managers – leading the change toward a more sustainable and equitable future. Join us and let’s get started. As an Equal Opportunity Employer, we believe in each person’s potential, and we’ll help you reach yours.

AECOM Canada is looking for a National Defence Client Account Manager based in any major AECOM office.

The Canada Defence CAM will drive sustainable and reproducible Account growth for the AECOM Canada Defence Account. The Defence CAM will be responsible for client relations, market analysis, strategy development, positioning, capture and management of Canada Defence contracts. This includes developing and executing strategic and Client Account Plans that will achieve annual targets and grow the program year over year.

Responsibilities include but are not limited to:

• Establishes and proactively maintains strong professional relationships and credibility with planning and business executives across Canada Defence accounts

• 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 leverage AECOM’s Business Lines and 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.

Job Description

The Canada Defence CAM will drive sustainable and reproducible Account growth for the AECOM Canada Defence Account. The Defence CAM will be responsible for client relations, market analysis, strategy development, positioning, capture and management of Canada Defence contracts.

Specific responsibilities include:Business Development:

• Keeps abreast of the Canada Defence account’s industry and business challenges and leverages this knowledge to focus on direct sales activities.

• Positions and maps AECOM capabilities to customer business objectives and initiatives.

• Leverages existing engagements to spawn new business with Canada Defence agencies 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 Canada Defence client relationships across business lines (BLs) and geographies.

• Builds, monitors and orchestrates sales pipeline activities across Canada Defence portfolio 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 Canada Defence account’s industry and business challenges and leverages this knowledge to focus on direct sales activities.

• Responsible for business development and winning of strategic pursuits, excellence in delivery of professional services, and business compliance

• Drive strategic initiatives to permit continued program evolution and identify underutilized or underdeveloped Defence avenues and implement plans to address gaps with leadership team and account managers

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 Business Line executives to build strategic relationships which favorably position long-term business opportunities for AECOM and are complementary to overall Canada Defence 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.

At AECOM, we’re delivering a better world. 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.Our clients trust us to bring together the best people, ideas, technical expertise and digital solutions to our work in transportation, buildings, water, the environment and new energy. We’re one global team – over 50,000 strong – driven by a common purpose to deliver a better world.

MINIMUM REQUIREMENTS:

• BS in Engineering, Sciences or related Technical Discipline + 10 years experience in business management experience within the Canada Federal Defence Market sector or equivalent experience

• Including 2 years of leadership

PREFERRED QUALIFICATIONS:

• Extensive working knowledge of Canada Federal Defence programs; well-known and highly regarded within the Canada Federal and Defence business community.

• Recent experience within the Canadian Military and Defence Establishment Preferred.

• Ideally 15+ years of business management experience within the Canada Federal Defence Market sector. on Architect-Engineering programs, including 6+ years in a leadership role.

• Experience in leading Canada Defence and other teams associated within the Defence Market sector.

• Proven, pre-existing relationships within one or more of Canada Federal Defence, OEM or O&M Groups working in Canada Defence Market is required.

• Demonstrated ability to work in a highly collaborative environment.

• Demonstrated experience and performance in professional services sales in the Defence Sector.

• Committed to Health, Safety, and the Environment.

• Embraces Sustainability, Inclusion and Diversity and integrates it into Market Sector strategy and culture

• 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.

• Bilingual (English, French, Indigenous Languages) skills a plus.

• Highly organized and self-motivated

• Success driven, enthusiastic, collaborative, and possess the highest degree of integrity.

• Ability to travel as needed.

• PFAS, Environmental Sustainability and Energy, Digital Transformation, and Indigenous Benefits knowledge an asset.

• Energy Performance Services Experience an asset.

• Military equipment sales experience an asset.

• Canadian secret security clearance desirable.

Here, you will have freedom to grow in a world of opportunity.

We will give you the flexibility you need to do your best work. 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.

With infrastructure investment accelerating worldwide, our services are in great demand, and there’s never been a better time to be at AECOM! 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.

We will encourage you to grow and develop your career with us through our technical and professional development programs and diverse career opportunities. We believe in leadership at all levels. No matter where you sit in the organization you can make a lasting impact on the projects you work on, the teams and committees you join and our business.

AECOM provides a wide array of compensation and benefits programs to meet the diverse needs of our employees and their families. We also provide a robust global well-being program. We’re the world’s trusted global infrastructure firm, and we’re in this together – your growth and success are ours too.

As an Equal Opportunity Employer, we believe in each person’s potential, and we’ll help you reach yours.

Join us and let’s get started.