AECOM Federal Ventures Business Development Leader in Arlington - VA, Virginia
United States of America - Virginia, Arlington - VA
AECOM National Governments Business Line is seeking a highly motivated and experienced professional to be the Federal Ventures Business Development Leader for AECOM DCSA to be based within the Greater Washington DC Metro Area (Arlington, Germantown, Norfolk).
New, non-traditional pursuits like staff augmentation projects and others are a key growth area for DCSA’s US Government business, and this individual will drive new growth in federal programs, both civil and Department of Defense, for staff augmentation, consultative, and other innovative roles in architecture and engineering services, environmental, program management and planning, and other areas of DCSA expertise. This role will initially report to the National Accounts Leader, with significant dotted line reporting requirements to the designated Vice-President, Federal Ventures PMO.
The Federal Ventures Business Development Leader will be responsible for client relations, market analysis, strategy development, positioning, and capture management:
Possesses extensive knowledge of the company’s philosophy and policies.
Specializes in business development and sales.
Possesses advanced job knowledge and is fully competent in all aspects of the job.
Performs more advanced assignments requiring independent decisions.
Resolves problems using sophisticated techniques and an exceptional degree of ingenuity.
May work independently or under minimal direction, completed work is reviewed for desired results.
At AECOM, 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.
We take on the most complex challenges and pioneer innovative, iconic solutions that push the limits of what’s possible – the world’s longest cable-stayed bridge, record-breaking sports events, the largest greenfield port development mega project, life-sustaining and disaster recovery programs, and the tallest tower in the Western Hemisphere.
On projects spanning transportation, buildings, water, governments, energy and the environment, we deliver professional services throughout the project lifecycle.
We are proud to be recognized for excellence:
Fortune ’s World’s Most Admired Companies – 2014-2020
#1 in Transportation and General Building in Engineering-News Record 's 2019 “Top 500 Design Firms” and #1 2019 “Top 200 Environmental Firms”
VIQTORY 2020 Military Friendly® Gold Employer
Perfect score on the Human Rights Campaign Foundation's Corporate Equality Index for 2017-2019
About DCSA—National Governments:
AECOM’s National Governments business line has proudly partnered with government agencies for more than 100 years to deliver innovative solutions for mission success. We leverage our global defense, civilian and commercial expertise to provide comprehensive infrastructure, facilities, energy, environment, disaster resilience and civil works services for our clients’ most challenging projects. Our industry-leading design, planning, architecture, engineering, program management and construction management teams are laser-focused on exceptional client service and flawless execution—helping strengthen critical infrastructure for generations to come.
Strategic Direction- Intelligence- and Positioning: ID drivers outside of AECOM influencing the marketplace. Recommend to VP, Federal Ventures PMO B&P resource allocations for growth. Competitor and SB analyses. Coordination and collaboration with the other Business Development leaders in National Governments.
Account Plan Development: Develop opportunity targets based on market conditions and client acquisition strategies; negotiate portfolio goals with VP, Federal Ventures PMO; keep National Accounts Leader informed. Monitor and support Sales opportunities. Continually seek to improve overall Portfolio Quality and optimize across Regions/BLs. Train other BD and Marketing staff on unique requirements / means of identifying federal Staff Augmentation and consultative work.
Account Performance: On a monthly basis or more frequently as requested maintaining situational awareness of performance across the account. Make sure bookings and pipeline align with monthly projections and if not, develop a brief situational report on why projections are not in alignment.
Capture Management & Pursuit Support: Weekly review and update of the Salesforce pipeline. Lead capture plans for all pursuits. Assist with teaming and negotiating. Ensure coordination with FBS & Marketing for maximum support. De-conflict issues (perceived/real) among BLs. Facilitate Risk Management sign-offs/ pricing/ proposal review/ and all other unique federal requirements.
Contract Fill-up: Assist VP, Federal Ventures PMO to monitor Program Manager performance monthly for achieving bookings against contract capacity.
Client Relationships: Manage key relationships at all major clients, facilitate engagements with VP, Federal Ventures PMO. Optimize cross-sell opportunities.
Performance/ Risk Assessment: Maintain situational awareness of contract performance. Work closely with FBS to ensure FAR compliance. Personally review all CPAR reports and rebuttals. Communicate with Program / Project Managers at least monthly.
The Federal Ventures Business Development Leader must be a strong leader, able to inspire, motivate and build cross-functional pursuit teams, and communicate effectively. They will collaborate with AECOM members across all Business Lines and Operating geographies in order to properly manage capture efforts. They will lead and manage their pursuits, establishing strategies and driving growth for the Federal Ventures business in coordination with the other business development staff in National Governments. They lead and coordinate engagement with the US Government client, identifying new opportunities and work with others to win task orders and new contracts. The Federal Ventures Business Development Leader monitors the performance of AECOM team members executing professional technical services and help lead discussions to resolve any issues or concerns with the client. The Federal Ventures Business Development Leader will act as an ombudsman to spot and de-conflict any organizational conflict of interest issues.
Bachelor’s Degree plus ten (10) years of related experience or demonstrated equivalency of experience and/or education.
Travel required throughout CONUS and some OCONUS Travel
Due to the nature of the role, US citizenship is required
Bachelor's degree in architecture, engineering or other related discipline that aligns not only with AECOM’s Business Lines but with the needs of the US Government client - Master’s or PhD degree preferred
10+ years of experience working with US Federal government agencies on Architect-Engineering or related programs, to include 4+ years in a BD leadership role
4+ years experience dealing with pursuing and managing staff augmentation or management consultation projects with the US Government.
What We Offer
When you join AECOM, you become part of a company that is pioneering the future. Our teams around the world are involved in some of the most cutting-edge and innovative projects and programs of our time, addressing the big challenges of today and shaping the built environment for generations to come. We ensure a workplace that encourages growth, flexibility and creativity, as well as a company culture that champions inclusion, diversity and overall employee well-being through programs supported by company leadership. Our core values define who we are, how we act and what we aspire to, which comes down to not only delivering a better world, but working to “make amazing happen” in each neighborhood, community and city we touch. As an Equal Opportunity Employer, we believe in each person’s potential, and we’ll help you reach yours.
Job Category Business Development
Business Line Geography OH
Business Group Design and Consulting Services Group (DCS)
Country United States of America
Position Status Full-Time
Requisition/Vacancy No. 239757BR
Additional Locations US - Germantown, MD - 12420 Milestone Center Drive, US - Germantown, MD - 20501 Seneca Meadows Parkway, US - Norfolk, VA - 440 Monticello Ave
Clearance Required No
Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status.