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 nearly 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 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.
Qualifications
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.
Additional Information
Offered rate of compensation will be based on individual education, qualifications, experience, and work location. The salary range for this position typically is $150,000 - $225,000. Please note that this role can be based anywhere in Canada and compensation data will vary in each location.
Sponsorship for Canadian employment authorization is not available for this position.
About AECOM
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 $13.1 billion in fiscal year 2022. 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 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.
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.
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.
