Client Account Manager / Sales Leader - Data Centers

Jacobs Engineering Group - Greenville, SC

Full-time - Senior

Greenville, SC

Professional, Scientific, and Technical Services

About the position

Our People & Places Solutions business reinforces our drive to improve the lives of people everywhere and epitomizes the 'why' of what we do - the tremendous positive impact and value our solutions bring to our communities and society. From facilities delivering life-saving therapies and ensuring clean water to enabling the connection of people through all modes of transportation and providing access to technology, we are integrating a multitude of these solution elements to build the smart environments of tomorrow. Start your Jacobs career with a company that inspires and empowers you to deliver your best work so you can evolve, grow, and succeed - today and into tomorrow. Our Data Center practice, ranked #1 in data center design by ENR and BD+C magazines for five consecutive years, specializes in providing integrated planning, architecture, engineering, construction management, and commissioning specifically for data centers. Our projects include traditional and AI data centers, computational research facilities, hardened military and strategic command centers, and mission-critical utility infrastructure facilities. In the past 10 years, we have delivered over 20 million square feet of data center white space and in excess of 6GW in power demand. In this role, your primary focus is the development and implementation of our global Data Center growth strategy which reaches across multiple Global Business Units and other regionally based operations in the Americas, APAC, and EMEA. The strategy focuses on growth in our Data Center business sector by tapping additional growth within our existing client accounts and pursuing new strategic clients. The focus will be on pursuing opportunities in countries/locations in which Jacobs is best suited to win work and strategies and tactics for growing our business in the Data Center market. The position requires a high level of industry knowledge and technical understanding of data centers and the engineering & design process. This position requires the ability to work with and lead various business, engineering, and technical disciplines to accomplish multi-discipline cross-functional solutions for our clients. Client contact is essential to understand and provide solutions that meet their needs, requiring client contact at all levels for the purpose of building relationships, understanding our clients' data center requirements, and facilitating our delivery of key projects and programs (site selection/due diligence, engineering/design, construction, operations).

Responsibilities

• Serve as a primary point of contact for assigned clients and secondary point of contact on other accounts that are 'operations led' and maintain and promote the Jacobs relationship and position with all those client(s).
• Identify and prioritize business opportunities and target clients that will lead to long-term growth.
• Assess project and program requirements, while developing and recommending a sound approach to meet the needs of the project and client.
• Lead the development of the Jacobs win strategy and value proposition related to key pursuits.
• Collaborate with other Jacobs adjacency markets/service offerings (Water/Waste Water, Energy & Power, Sustainability, etc.) to pursue data center related opportunities.
• Build and coordinate internal and external teams for the successful pursuit and delivery of opportunities.
• Lead the development of proposals, coordinating with the assigned 'Capture Manager' to gather input from discipline leadership and fee development.
• Understand and utilize Jacobs sales processes and tools.
• Facilitate/lead contract and fee negotiations with the client, with support from operations lead/partner and legal/contracts.
• Represent Jacobs in relevant external forums (industry events, conferences, etc.).
• Manage pipeline and provide accurate forecasting via our CRM (Salesforce).
• Develop/update/execute client account strategies.
• Be a team player with a great attitude and a competitive drive to win.

Requirements

• Bachelor of Architecture, Business, Engineering, or Construction Management or equivalent.
• 8+ years of relevant data center / mission critical experience, with existing data center client contacts & relationships.
• An elevated level of industry knowledge and technical understanding of data centers, and the engineering & design process and construction delivery approaches.
• Proven track record in devising and implementing successful sales strategy to secure new clients and grow with existing clients.
• Able to travel 25%-50%, both domestic and internationally in compliance with Jacobs and our clients travel policies.
• International experience is a plus.