Director of Sales Operations and Strategy (DSOS)

Jacobs is seeking an experienced sales leader to help drive effective sales team management and sales strategy execution to support our infrastructure services sales and business development efforts within our East Central geography. As a key member of our Buildings & Infrastructure Americas sales team, the Director of Sales Operations and Strategy will work in close concert with our East Central Executive Director of Sales and broader leadership and account teams to formulate and execute strategies for growth and sales.

Key responsibilities include managing a team of internal sales and marketing professionals aligned to the Jacobs East Central geography to support the sales and growth remit of the larger East Central Sales team. This team includes multiple Account Strategists, Geographic Sales Operations Team Managers, and a broader team of proposal managers, proposal coordinators, and graphic designers.

The right candidate will need to be an energetic, detail-oriented, and growth minded leader who can partner with Jacobs sales leadership in the establishment and execution of Jacobs’ growth strategies and make informed business decisions that focus resources on the most impactful pursuits. This candidate will need to work collaboratively with our broader teams in a fast paced setting to support business development, marketing and communications, capture management, and strategy. The ideal person must display agility and capability in making sound business decisions and have a demonstrated history of successful sales team leadership.

Primary Responsibilities Include:

• Provide leadership, vision and direction to the AStrats to ensure that client account plans and pursuit strategies are fully aligned with the growth strategies within their remit, support account stewardship and strategy development, and drive sales strategy execution.
• Manage Geographic Sales Team members and resources to effectively support approved competitive pursuits as identified by geographic sales leaders
• Work in partnership with the Executive Director of Sales and Market Growth Directors to shape and establish the vision and strategy of sales within the geography. Support geographic sales leadership in achieving annually established business goals, metrics, and key performance indicators
• Collaborate effectively with multiple internal stakeholders, including both sales and operational leaders to better understand and inform required sales team function for supporting and enabling geographic growth
• Aid in positioning activities, develop and refine Jacobs’s strategies, win themes, and differentiators, and take a support role during proposal/interview development for the most strategic opportunities within the geographic remit.
• Be fluent in and apply Jacobs Relationship Based Sales (RBS) philosophy and employ best practices across the sales lifecycle
• Lead direct reports by taking an active role in their career development through mentorship/coaching; providing professional development training; participating in performance management; promoting career path progress and succession planning
• Lead the recruitment of new team members and actively participate in the recruitment/interviews of other sales roles as needed
• Attend client, partner, or stakeholder-facing meetings, industry events, professional societies, and other external marketplace engagements as relevant to advance strategy
• Proven group leadership and management skills for directing, delegating, and overseeing multiple team members and their contributions
• A strategic and forward-thinker with the ability to understand client and business needs (both current and future), challenges, and drivers; as well as the competitive landscape
• Strong background in relationship-based sales and winning strategy and how that translates into strong positioning and tailored proposal responses
• Business development experience in the engineering and/or professional services and consulting industry and the ability to thrive in a fast-paced and high-pressure environment
• Business acumen to differentiate when and how to prioritize strategic decisions based on financial goals
• Ability to build and lead diverse teams and drive team performance results in a dynamic fashion.
• Great team player, collaborative mind set with interpersonal skills aligned with our company values; ability to develop, nurture, and maintain relationships at all levels of the company
• Detailed understanding of and experience with the full spectrum of relationship-based sales process, systems, and tools
• Strong capabilities in customer relationship systems, SalesForce, Microsoft Office Suite, etc.
• Strong written and verbal communication skills, including interview skills
• Ability to travel up to 25%

Ideally, you will also have

• Bachelor’s degree in a technical field relevant to the Jacobs business, business administration, marketing, communications, journalism, English, or related field
• At least 10 years of relevant experience within the architectural, engineering, and construction (AEC) industry
• Experience working with Federal, private, or public sector clients as it relates to the role
• Proficiency in using Client Success Platform powered by Salesforce for account planning and opportunity management
• Active external/industry engagement

Jacobs is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, religion, creed, color, national origin, ancestry, sex (including pregnancy, childbirth, breastfeeding, or medical conditions related to pregnancy, childbirth, or breastfeeding), age, medical condition, marital or domestic partner status, sexual orientation, gender, gender identity, gender expression and transgender status, mental disability or physical disability, genetic information, military or veteran status, citizenship, low-income status or any other status or characteristic protected by applicable law. Learn more about your rights under Federal EEO laws and supplemental language.