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TEECOM

Director Principal - Global AEC Partnership

Field Sales +1Confirmed live in the last 24 hours
Full-timeRemote in USA$180k - $232k /yr

About the Job

Requirements

  • A bachelor's degree in Business Administration, Marketing, Sales, or Engineering is required.
  • At least 15 years of experience in a sales role with a proven track record of exceeding sales goals is required.
  • Experience and an established network within the AEC industry are highly preferred.
  • Knowledge of the professional services procurement process, from RFPs, RFQs, proposals, and bidding through award, is required.
  • Strong verbal and written communication skills are required.
  • The candidate must be results-driven and highly ethical.
  • The candidate must be methodical, tenacious, personable, comfortable prospecting, and comfortable asking for business.
  • Outstanding networking and people skills, both in person and online, are required.
  • The candidate must be highly autonomous and proactive, and able to manage multiple accounts and pursuits simultaneously.
  • The candidate must be able to work as part of a team and contribute positively to the company culture.
  • The role requires prolonged desk work using a computer, keyboard, mouse, and telephone; regular reading, writing, and communication in virtual and in-person settings; and occasional travel to client sites for in-person meetings, events, or conferences. Site walks may require extended standing or walking, climbing stairs, and navigating construction or utility areas. Field activities may involve bending, kneeling, or maneuvering in confined spaces. The role may occasionally require lifting or moving equipment weighing up to 25 pounds.

Responsibilities

  • Build and maintain a pipeline of opportunities through proactive client relationship development, strategic research, and close collaboration with the Market Intel team.
  • Lead business development efforts and targeted project pursuits within the company's markets, identifying and aligning client needs with the company's solutions.
  • Identify and develop partnerships with client and partner organizations that have a gap in technology services, with the goal of becoming their preferred partner.
  • Participate in monthly and quarterly Leadership Team meetings, contributing to problem-solving, operational alignment, and strategic initiatives for firm growth.
  • Work with the Leadership Team to develop annual client relations and sales strategy for specific target markets and accounts, aligned with the company's growth objectives.
  • Gather market insights and identify new clients and channel partners, including architects, engineers, general contractors, and project management organizations.
  • Collaborate with the Market Intel team to prepare detailed client organization maps identifying key decision-makers and existing vendor relationships.
  • Represent the company at industry functions to increase visibility, connect with clients, and build long-term partnerships.
  • Collect and organize competitive intelligence to support winning projects, and seek client feedback and referrals.
  • Provide regular updates on business development activities, lead status, and prospective projects using the company's CRM tools and processes.
  • Use solution-oriented selling by listening to client business needs and aligning company offerings to address them.
  • Develop and execute an annual plan with the Client Relations EVP, Market Intel, and the broader leadership team.
  • Establish target client lists and plans to secure new business opportunities with key clients and channel partners, including architects, engineers, general contractors, and project management firm partners.
  • Align sales strategy with delivery capacity, utilization targets, and recruiting to ensure successful service delivery.
  • Collaborate with Discipline and Team Leads to identify emerging technologies and potential new service offerings.
  • Report annual performance and market insights to executive leadership.
  • Review quarterly net bookings, backlog, and pipeline strength by clients, markets, and regions.
  • Meet with clients and strategic partners to reinforce and escalate executive-level relationships.
  • Collaborate with the Market Intel team on thought leadership, conferences, and targeted campaigns.
  • Assist with developing major proposals and interview strategies.
  • Coach and provide feedback to technical leaders on consultative selling behaviors.
  • Report quarterly results and corrective actions to firm leadership.
  • Participate in quarterly planning meetings to support the company's annual objectives.
  • Identify key partners for feedback session opportunities.
  • Review monthly net bookings, pipeline, and forecast accuracy.
  • Lead monthly client relations meetings with leadership for the assigned market.
  • Ensure CRM data quality and accuracy of pursuit stages and close probabilities.
  • Review top pursuits across markets and disciplines.
  • Communicate upcoming opportunities and coordinate with team leads on timing, probability, and potential workload.
  • Track progress on strategic partner plans and key relationships.
  • Adjust focus based on market fluctuations, demand, and capacity.
  • Contribute to company documentation to improve results and training for non-client-relations team members.
  • Participate in and inform weekly client relations meetings and bi-weekly Owners Client Relations reviews.
  • Review active proposals, RFPs, RFQs, statements of qualifications, and interview preparation efforts.
  • Coordinate with the Market Intel team on proposal development, messaging, and deadlines.
  • Share competitive intelligence and market insights.
  • Develop and maintain client and channel-partner relationships through consistent outreach and sharing value-adding intelligence.
  • Collaborate in weekly one-to-one meetings with the Client Relations EVP and attend bi-weekly client relations team meetings.
  • Participate in daily client relations team huddles; inform and monitor pipeline changes, pursuits, and near-term deadlines.
  • Support the Market Intel and Project Delivery teams on active pursuits.
  • Engage in person with priority clients, channel partners, and prospective clients.
  • Coordinate with discipline leads and team leads to present company solutions.
  • Document and track personal outreach in the company's CRM database, and document and track prospects and pursuits in the Pursuit database.
  • Model firm values, collaboration, and professional rigor.
  • Mentor technical team members in client relations and business development activities.

Desired Qualifications

  • Experience and an established network within the AEC industry are highly preferred.

About the Company

TEECOM

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