Strategic Pursuit Leader in Dallas, Dallas County, Texas, United States

The Buildings & Infrastructure Line of Business is a global network of employees, which serves both the private and public sector.   Our employees work to shape the communities we live in by creating world-class projects that transform the future development patterns of those communities.  We provide our clients award-winning planning, engineering, architectural and interior design, construction and program management, and design-build project delivery.  The Jacobs business model allows us to successfully service our clients, leverage our integrated services, and provide our employees with growth opportunities while delivering global solutions to our clients local programs.


We consistently receive high rankings from Engineering News-Record (ENR) in many classifications, including the categories of Top Design Firms, Top Contractors, Top Green Buildings Design Firms, and Top Transportation Companies.


Job Summary:

This position provides pursuit leadership for client opportunities. This role leads, manages, and implements sales activities on primarily Business Unit (BU) Tier 2 pursuits to win business for the company.  The incumbent works to develop and implement positioning and persuasion strategies that further the goals of the companys strategic plan and the BUs growth and sales priorities. This role works with BU and regional/geographic sales leadership as well as the network of sales operations across the BU, contributing to the motivation, mentoring and development of sales teams.  This position has advanced knowledge of multiple subject areas or disciplines, and integrates understanding of business/industry trends, political landscape and competitors into pursuits.  


This position can reside anywhere in the US where there is a Jacobs office.  


Essential Duties and Responsibilities:

  • Partners with regional/geographic sales leadership and actively participates in client account teams throughout Opening Game (OG), Middle Game (MG) and End Game (EG) sales phases including client and external stakeholder interactions. 
  • Provides client-focused sales leadership through development and implementation of solutions-based positioning and persuasion strategies; leading or facilitating challenge teams, Go/No Go decisions and B&P budget development and management; identifying strategies to winning; and supporting CSP data integrity and adoption. 
  • Leads primarily BU Tier 2 pursuits across all sales phases, multiple markets, regions, geographies, delivery platforms and services. May lead multiple pursuits concurrently depending on sales phase, available resources and timing. 
  • Partners with Client Account Manager (CAM) and regional/geographic sales leadership in developing and implementing teaming, joint ventures, and alliance strategies and activities. 
  • Accountable for applying our disciplined sales process and ensuring adherence across the pursuit team. 
  • Leads and works collaboratively through hands-on engagement with regional/geographic sales leadership, Solutions & Technology, Project Delivery and sales operations professionals across each BU; responsible for planning and carrying out functional/pursuit capture objectives; and provides broad technical/functional guidance/leadership. 
  • Responsible for delivering assigned pursuits through win strategy development and execution; directing proposal planning and production; managing presentation/interview strategies, content development, coaching teams; ensuring quality and compliance of final client submissions; and developing and meeting pursuit budgets and schedules. 
  • Develops strong, positive relationships with BU and regional/geographic sales leaders, CAMs and sales operations leaders/staff. 
  • Develops, mentors and coaches staff including identifying and developing future leaders. 
  • May lead or assist BU sales initiatives such as development and implementation of strategies for new clients, markets, geographies, services or technology. 
  • Drives consistency and efficiency to optimize sales execution. 
  • Contributes towards knowledge management including leveraging/sharing best practices and enhancing sales tools/processes. 
  • Promotes and implements company core values and vision on HSSE, RBS process, CSP, innovation & growth, JCE, GBS, etc

Job Requirements, Attributes and Core Competencies:

  • Possesses collaborative management style and strong team motivation, facilitation and consensus-building skills including ability to lead, motivate, and resolve conflict among internal and external team members. 
  • Skilled in business acumen, sales strategy development, creative thinking, critical and risk-based reasoning, packaging solutions, persuasive communications, storyboarding, presentation and interview preparation, staff coaching and management. 
  • Possesses knowledge of clients, competitors, contracting mechanisms, industry trends, our capabilities and talent, proofs, and RBS process for applying and integrating into specific pursuits. 
  • Ability to interview/work with subject matter experts and professionals to create compelling content and client responses. 
  • Ability to garner resources, manage remote team members, and prioritize and manage budgets and schedules. 
  • Willingness to travel extensively, and sometimes with short notice. 
  • Adept at recognizing, understanding and planning around sensitive communities, cultures, stakeholder and political issues. 
  • Trusted advisor with ability to build, nurture, and maintain companywide internal networks. 
  • Possesses excellent oral, written and listening skills. 
  • Demonstrated interpersonal and political savvy, managerial courage, strategic and organizational agility. 
  • Passionate, drive for results, highly-organized, multi-tasker, flexible/adaptable, and works well under pressure.

Key Performance Measurement Dimensions:
  • Win and achieve GM for pursuits assigned to
  • Achieve established goals for capture rate (GM won/total GM pursued) and win rate (quantity of pursuits).
  • Meet or exceed sales efficiency including managing B&P/G&A costs.
  • Ensure sales process and proposal compliance and quantity.

  • BS/BA in technical or communication field, or equivalent experience
  • 15 years of experience preferred - minimum of 5 years in technical sales role
#BIA

At Jacobs, we help prepare people for new opportunities and challenges. With positions at every level, openings in multiple disciplines, expertise in a range of markets and offices around the globe, we create an environment where you can learn, grow, and thrive. From our competitive benefits program to our Health and Safety initiative of Beyond Zero workplace injuries, we believe that you'll find a flourishing career here at Jacobs.





Jacobs is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status or other characteristics protected by law. Jacobs is a background screening, drug-free workplace.

About Jacobs

Jacobs leads the global professional services sector delivering solutions for a more connected, sustainable world.

With $15.0 billion in combined revenue and a talent force more than 77,000 strong, Jacobs provides a full spectrum of services including scientific, technical, professional, construction- and program-management for business, industrial, commercial, government and infrastructure sectors.

For more information, visit <web address removed>

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