Account Executive - Combined Joint All - domain Command And Contro

Account Executive - Combined Joint All-Domain Command and Control

Belong. Connect. Grow. with KBR! We provide 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 Account Executive (AE) will play a pivotal role in advancing KBR's mission within the Combined Joint All-Domain Command and Control (CJADC2) environment. The selected candidate must possess a knowledge of key CJADC2 programs-including DAF Battle Network, Project Convergence, and Overmatch-and maintain strong working relationships with senior leaders and decision-makers across the USAF, Joint & Combatant Commands, the Department of Defense, 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 Air, Space, and Intelligence portfolios, particularly in support of USAF national security programs, services, and solutions.

Key Responsibilities:

Account Management: Oversee and manage critical CJADC2 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 and symposia.

Business Development: Identify, qualify (MileStone-0), and pursue new business opportunities within accounts and potential new clients in the CJADC2 market (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 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.
• Build a sense of community among KBR Department of the Air Force and Joint Staff 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 DAF and Joint 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 key DAF partners and affiliated government agencies.
• Demonstrate critical thinking, assessment, and analysis of published USAF 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. 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: Hybrid (National Capital Region)
• Travel requirements: 25%
• Working hours: Standard/Flexible

Qualifications:

• 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 experience will be considered.
• Industry experience includes experience in planning and/or orchestrating Department of the Air Force C2&ISR missions in Tactical, Operational, and Strategic environments as a senior leader OR minimum; or account management, sales, and business development, aligned with USAF accounts
• Must be eligible for a U.S. Government Top Secret clearance with SCI access
• Deep understanding USAF and Joint C2 Mission sets supporting Joint/COCOM employment and integrating US Air Force, US Space Force, US Navy, US Marine Corps, US Army capabilities along with key allied and coalition partners
• Demonstrated expertise in integrating Intelligence Community (IC) capabilities to enable Joint/COCOM Battle Management Command and Control (BMC2) future concepts
• Proven track record of managing key accounts and achieving growth objectives or describe how candidate would implement this approach
• Strong understanding of the USAF market, including industry trends and competitive landscape
• Ability to outline role of key technological innovations and describe DoD C2 application / impacts for Artificial Intelligence, Advanced sensors, employment concepts such as Long Range Kill Chains (LRKC), Cooperative Combat Aircraft (CCA), Agile Combat Employment, etc.
• 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