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KBR, Inc. · 7 hours ago

Joint/COCOM Account Executive

Chantilly, VA

Full-time

Hybrid

Senior Level, Lead/Staff

$202K/yr - $278K/yr

20+ years exp

KBR is a leader in providing high-end engineering and advanced technology solutions to the intelligence and national security communities. The Joint/COCOM Account Executive will manage critical accounts, develop business strategies, and strengthen customer relationships to support national security programs. This role involves significant collaboration with senior leaders and decision-makers to drive KBR’s growth in the Air, Space, and Intelligence portfolios.

ConsultingCyber SecurityInformation TechnologyProject ManagementSoftware EngineeringTraining

No H1B

Security Clearance Required

U.S. Citizen Only

Responsibilities

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

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

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

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

Ensure all account activities comply with company policies, industry regulations, and contractual obligations

Identify and mitigate potential risks to the business

Qualification

Joint Operations knowledgeBusiness DevelopmentAccount ManagementClient Relationship ManagementStrategic PlanningAnalytical SkillsCommunication SkillsNegotiation SkillsPresentation SkillsTeamworkCritical Thinking

Required

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

Preferred

Experience in INDOPACOM within the last ten years

Master's preferred, MBA highly desirable

Active TS/SCI clearance preferred

Benefits

401K plan with company match

Medical

Dental

Vision

Life insurance

AD&D

Flexible spending account

Disability

Paid time off

Flexible work schedule

Company

KBR, Inc.

Glassdoor4.0

At KBR, we deliver science, technology and engineering solutions that are helping governments and companies around the world take on the great challenges of our time.

Founded in 1919

Houston, Texas, USA

10001+ employees