As the Amtrak Client Account Manager (CAM), you will have the opportunity to lead a national account with senior executive sponsorship at the highest levels and ability to impact strategic business relationships with Amtrak to ensure that Jacobs has a sustained relationship to achieve complete client satisfaction with our work, and fully leverage the relationship to benefit Amtrak and Jacobs. In this role, the CAM’s focus is specifically around client service and growth with Amtrak. Working with members of our Global and Americas operations and sales team your focus is to make sure that Jacobs is Amtrak’s firm-of-choice, and that the company has a thorough understanding of the agency’s needs and is seen as their best advocate for accomplishing their goals.
In this role, you will engage with, and lead, select delivery and sales teams around the U.S. in a common vision of success. We’ll look to you to represent Jacobs to Amtrak in a proactive, positive, caring, solutions-oriented approach, consistent with our values, by engaging the broader firm’s depth of resources and diverse expertise to further enhance our offerings to meet Amtrak’s needs. You will secure management commitment and influence/attract key staff for pursuits while advocating on the agency’s behalf by actively engaging the firm to address client needs and recommend strategic actions to optimize our business development investment and market share growth.
As a leader, we’ll empower you to develop trust and credibility with Amtrak and industry partners by engaging in business discussions to formulate winning portfolio diversification solutions. You will also identify higher levels of agency engagement for Jacobs’ executive sponsors. You will mentor, coach and direct a diverse set of internal teams by coordinating and facilitating pursuit decisions, and helping to develop required sales costs aligned with opportunity potential and return on investment objectives. You will actively partner with your Account Strategist and client service teams by leading them through the disciplined sales process including developing the win strategy, technical and price proposals, interviews and presentations, contract negotiations, and other client service and engagement initiatives. You may also be called upon to lead a project team in the delivery of a key project, where appropriate. Your expected work split will be 75% business development/sales and 25% billable delivery. • Significant rail/transit industry, or equivalent transportation, experience
• Established relationships with Amtrak and teaming partners throughout the Northeast Corridor, and reach throughout the National Network
• Business development experience in the A/E/C professional services and consulting industry
• Ability to lead an account team, set a vision and strategy, coach/mentor and motivate the team, reach within Jacobs to offer best-in-class solutions, manage commercial and legal negotiations, and close deals
• Ability to strategically identify and expand solutions and services provided to the agency
• Capacity to coordinate with other Jacobs geographies and CAMs on regional and national pursuits
• Sales knowledge and experience in identifying contracting opportunities well in advance, respond to RFPs/solicitations, interview, win and negotiate new business
• Strong business acumen and effective communication skills • Bachelor’s Degree in planning, engineering, architecture, business, or related field
Ideally, you'll also have:
• FRA-regulated railroad experience, including Federal processes understanding
• High degree of business development and government relations acumen
• Experience with Amtrak, partner agencies and host railroads
• Ability to take-on and deliver billable work
• Strong understanding and ability to deliver winning pricing strategies
• Reside within the Northeast Corridor (ideally Philadelphia, PA or Washington, DC)