Account Executive, Army

Title:
Account Executive, Army

Belong. Connect. Grow. with KBR!

KBR 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.

Why Join Us?

• Innovative Projects: KBR's work is at the forefront of engineering, logistics, operations, science, program management, mission IT and cybersecurity solutions.

• Collaborative Environment: Be part of a dynamic team that thrives on collaboration and innovation, fostering a supportive and intellectually stimulating workplace.

• Impactful Work: Your contributions will be pivotal in designing and optimizing defense systems that ensure national security and shape the future of space defense.

The Account Executive (AE) will play a pivotal role in advancing KBR's mission within the Department of the Army. The selected candidate must possess a deep knowledge of Army priorities and the direction of the force while maintaining strong working relationships with senior leaders and decision-makers across the Army, Joint & Combatant Commands, the Department of War (DoW), the Intelligence Community, and other federal agencies. This role is responsible for strengthening KBR's customer relationships and driving business growth across the company's Army portfolio and working across the organization to bring together core capabilities spanning the broader DoW and Intel markets supporting national security programs, services, and solutions.

Key Responsibilities:

Account Management: Oversee and manage critical Army accounts 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, 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, conferences, and symposia.

Business Development: Identify, qualify (Milestone 0), and pursue new business opportunities within accounts and potential new clients in the Army market 18 - 24 Months out. Align engagement strategies with developing new business opportunities throughout the growth lifecycle (Beginning, Middle, and End Game). Lead positioning 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.
• Track account financial performance, disseminate customer information, and monitor emerging opportunities, issues, and results.
• Build a sense of community among KBR Army stakeholders and across the broader Account strategies.
• 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 Defense and Intelligence (D&I) Strategy and execute strategic account plans. Develop and refine Army account strategy aligned with KBR and D&I growth objectives. Analyze market trends, competitor activities, and client needs within the community to identify growth opportunities. Develop and execute engagement strategies focused on D&I 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 key Army partners and affiliated government agencies.
• Demonstrate critical thinking, assessment, and analysis of published articles, plans, speeches, and doctrine.
• Coordinate with the CTO and appropriate technology leaders to inform and support development of a Army-focused technology roadmap aligned with customer priorities, emerging mission needs, and KBR investment objectives.
• Coordinate with Government Relations, MARCOM, and business leadership to develop and execute a national engagement strategy that aligns customer outreach, industry presence, thought leadership, and legislative/executive branch engagement with KBR's Army growth objectives.

Client Relationship Management: Build and maintain strong, long-term relationships with clients focused on critical customers aligned with D&I strategic priorities. Serve as the primary point of contact, addressing client inquiries, resolving issues, and providing exceptional customer service. 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.

Work Environment:

• Location: Open, with preference for National Capital Region
• Travel requirements: 25-50%
• Working hours: Standard/Flexible

Qualifications:

• Bachelor's degree in business, marketing, engineering, or a related field
• 20+ years of experience across Army, Industry, and working across the DoW and Intel communities
• Active U.S. Government Top Secret clearance with SCI access
• Deep understanding of Army mission sets supporting Joint/COCOM employment and integrating US Army, US Air Force, US Space Force, US Navy, and US Marine Corps, capabilities along with key allied and coalition partners
• Proven track record of managing key accounts and achieving growth objectives or describe how candidate would implement this approach
• Strong understanding of the Army market, 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 Qualifications:

• Master's preferred, MBA highly desirable
• Active TS/SCI clearance preferred

Basic Compensation: $220,000.00 - 290,000.00.

The offered rate will be based on the selected candidate's knowledge, skills, abilities and/or experience and in consideration of internal parity.

Additional Compensation:

KBR may offer bonuses, commissions, or other forms of compensation to certain job titles or levels, per internal policy or contractual designation. Additional compensation may be in the form of sign on bonus, relocation benefits, short term incentives, long term incentives, or discretionary payments for exceptional performance.

Ready to Make a Difference?

If you're excited about making a significant impact in the field of space defense and working on projects that matter, we encourage you to apply and join our team at KBR. Let's shape the future together.

KBR 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.

Belong, Connect and Grow here

We are passionate about our people and our Zero Harm culture. These inform all that we do and are at the heart of our commitment to, and ongoing journey toward being a People First company. That commitment is central to our team of team's philosophy and fosters an environment where everyone can Belong, Connect and Grow. We Deliver - Together.

We is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, disability, sex, sexual orientation, gender identity or expression, age, national origin, veteran status, genetic information, union status and/or beliefs, or any other characteristic protected by federal, state, or local law.