Joint/COCOM Account Executive

KBR, Inc.•Colorado Springs, CO

7d•$202,000 - $278,000•Hybrid

About The Position

KBR’s National Security Solutions team provides high-end engineering and advanced technology solutions to our customers in the intelligence and national security communities. In this position, your work will have a profound impact on the country’s most critical role – protecting our national security. The Joint/COCOM Account Executive (AE) will play a pivotal role in advancing KBR’s mission within the Office of the Secretary of War (OSW) Research & Engineering (R&E), Mission Capabilities (MC), Science & Technology (S&T), and Critical Technologies (CT) and reporting agencies, connecting Joint Forces and Combatant Commands with new technologies and capabilities. The selected candidate must possess an understanding of Chairman of the Joint Chiefs of Staff (CJCS) and Combatant Command (COCOM) environments. This includes a basic knowledge of Joint Operations and Requirements addressing integration challenges in support of COCOMs Operations by establishing strong working relationships with senior leaders and decision-makers across the OSW R&E, Joint & Combatant Commands, the Department of War (Defense), the Intelligence Community, and other federal agencies in the Washington DC area. This role is responsible for strengthening KBR’s customer relationships and driving business growth across the company’s Air, Space, and Intelligence portfolios in support of OSW R&E, Joint, and COCOM-related national security programs, services, and solutions.

Requirements

Must be eligible for a U.S. Government Top Secret clearance with SCI access
Bachelor’s degree in business, marketing, engineering, or a related field
20+ years of experience (10+ years of industry experience and 10+ years of experience in business development). Equivalent Government experience in the NCR within one year of active service be considered
Industry experience includes strategic policy, planning and/or orchestrating Joint/COCOM focused operations at the Operational and Strategic environments as a senior leader serving on COCOM or Interagency Staffs OR minimum; account management, sales, and business development, aligned with OSW R&E and Joint accounts
Understanding of Joint Staff/COCOM technology and employment requirements accounting for US Air Force, US Space Force, US Navy, US Marine Corps, US Army capabilities along with key allied and coalition partners
Experience working within a minimum of two COCOMs OR experience with one COCOM and working with OSW R&E, interagency, and/or CJCS Staff
Understanding of and experience in integrating Intelligence Community (IC) capabilities to enable National Defense and Joint/COCOM operations and future concepts
Proven track record of managing key accounts/large and complex programs and achieving growth objectives or describe how candidate would implement this approach
Strong understanding of the Joint/COCOM experimentation and linkages to service acquisition processes to accelerate innovation deploying new capabilities, including industry trends and competitive landscape
Excellent communication, negotiation, and presentation skills with experience presenting to executive levels
Ability to think strategically and develop innovative solutions to complex problems
Strong analytical skills and proficiency in growth forecasting and reporting
Ability to work independently and as part of a team in a fast-paced, dynamic environment

Nice To Haves

Experience in INDOPACOM within the last ten years
Master’s preferred, MBA highly desirable
Active TS/SCI clearance preferred

Responsibilities

Account Management: Oversee and manage critical OSW/Joint/COCOM accounts in national security programs ensuring client satisfaction, retention, and growth. Develop, manage, and implement account strategies to meet client needs and achieve business growth objectives. Develop and strengthen a trusted relationship with current and potential KBR customers while serving as the primary company executive representative. Ensure a coherent and integrated KBR message to the customer while promoting corporate capabilities and solutions to meet customer needs. Build, improve, and manage significant key individual customer relationships. Promote and introduce corporate capabilities, technologies, services, and solutions to the customer. Possess an in-depth understanding of the customer's missions and KBR services, solutions, and products. Possess an in-depth understanding of the competitive landscape, including competitors and potential partners. Develop, track, and execute a strategic-level Customer Engagement Plan, including regular, periodic meetings with strategically relevant influencers, decision-makers, and leaders. Host senior customer visits to KBR and arrange visits to customer sites, as appropriate. Function as senior representative responsible for customer engagement and government relations related to customer matters, issues, and concerns, including approved conventions and symposia.
Business Development: Identify, qualify (MileStone-0), and pursue new business opportunities within accounts and potential new clients in the Joint/COCOM markets (Horizon 2: 12 – 18 Months out). Align engagement strategies with developing new business opportunities throughout the growth lifecycle (Beginning, Middle, and End Game). Lead positioning, solutions, and thought leadership opportunities, in coordination with MARCOM, through strategic customer outreach (Trade shows, Symposiums, Panel Moderation, Social Media Presence, and other Government and Industry outreach). Create and assist in creating white papers, thought leadership pieces, proposals, and other artifacts that position KBR as a leader in the areas aligned with growth objectives. Define KBR to the customer by communicating the full breadth and depth of KBR’s services and solutions that can support their missions. Define the customer to KBR Business Area and Growth stakeholders to ensure a comprehensive understanding of customer needs and trends. Track pertinent account information horizontally across all KBR Groups and communicate it to leaders to aid in business development, capture, and program execution. Provide senior customers an avenue to communicate satisfaction or dissatisfaction with the KBR program and contract performance. Communicate internally across KBR by hosting monthly Account Calls to facilitate planning and execution, coordinating engagement and events, tracking account financial performance, disseminating customer information, and monitoring emerging opportunities and strategies. Tracking account financial performance, disseminating customer information, and monitoring emerging opportunities, issues, and results. Build a sense of community among KBR for Joint and COCOM stakeholders. To promote KBR brand awareness and technology leadership, exercise active thought leadership through speaking, writing, and personal communications.
Strategic Planning: Collaborate with internal teams to develop NSS Strategy and execute strategic account plans. Develop and refine OSW R&E, Joint, and COCOM Staff account strategies aligned with KBR and NSS growth objectives. Analyze market trends, competitor activities, and client needs within the community to identify growth opportunities. Develop and execute engagement strategies focused on NSS strategic priorities. Work with MARCOM and cross-functional teams on KBR brand recognition initiatives and positioning KBR as a thought leader and market driver. Provide feedback and insights to drive KBR investments that are aligned with accounts. Inform the annual strategic planning process by providing insights into trends, requirements, challenges, and opportunities. Help develop new ideas and solutions to capture new business. Contribute to strategic planning by providing insights into changes in joint defense, intelligence, and federal government missions, acquisition, procurement, contracting approaches, and funding profiles. Identify requirements and create novel solutions for OSW R&E, Joint clients, and COCOM partners and affiliated government agencies. Demonstrate critical thinking, assessment, and analysis of published articles, plans, speeches, and doctrine.
Client Relationship Management: Build and maintain strong, long-term relationships with clients focused on critical customers aligned with NSS strategic priorities. Serve as the primary point of contact, addressing client inquiries, resolving issues, and providing exceptional customer service. In coordinating with the relevant Profit & Loss VPs, manage customer relationships and engagement strategies aligned with strategic objectives. Ensure engagement strategies provide continuous and consistent engagement and touch points across crucial account stakeholders.
Compliance and Risk Management: Ensure all account activities comply with company policies, industry regulations, and contractual obligations. Identify and mitigate potential risks to the business.

Benefits

KBR offers a selection of competitive lifestyle benefits which could include 401K plan with company match, medical, dental, vision, life insurance, AD&D, flexible spending account, disability, paid time off, or flexible work schedule.
We support career advancement through professional training and development.

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