Director, Global AEC Partnership, Principal

Job description

## **About the Position** The Director, Global AEC Partnership, Client Relations - Principal, plays a critical role in growing TEECOM’s market share with key clients and partners. This position requires a consultative selling approach, identifying client objectives and challenges while aligning with TEECOM’s expertise and service offerings. The goal is to establish TEECOM as the preferred partner for all technology engineering design needs globally with our clients and partners across the verticals, including Mission Critical, Healthcare, Commercial, Higher Education, Labs/Biotech, Science & Tech, Industrial/Manufacturing, and Aviation. This leadership role offers the opportunity to drive growth by leveraging an established network and client relationships to further TEECOM’s thought leadership and grow our market share within these verticals. ### Essential Duties and Responsibilities You contribute to TEECOM’s scale and growth through the following key activities and collaboration: - **Develop and Manage Client Relationships:** Build and maintain a pipeline of opportunities through proactive client relationship development, strategic research, and close collaboration with the Market Intel team. - **Targeted Project Pursuits:** Lead business development efforts and drive targeted project pursuits within TEECOM’s markets, identifying and aligning client needs with TEECOM’s solutions. - **Strategic Partnership Development:** Identify and develop partnerships with client and partner organizations with a gap in technology services, to become their preferred partner for TEECOM service offering. - **Strategic Leadership Participation:** Actively engage in monthly and quarterly Leadership Team meetings, contributing to problem-solving, operational alignment, and strategic initiatives the firm’s growth. - **Annual Sales Planning:** Work closely with the Leadership Team to develop annual client relations and sales strategy for specific target markets and accounts, ensuring alignment with TEECOM’s growth objectives. - **Market Intelligence and Relationship Building:** Gather insights and identify new client and channel partners (architects, engineers, General Contractors and Project Management organizations) to further TEECOM’s position in the market. - **Client Mapping:** Collaborate with our Market Intel team to prepare detailed client organization maps, identifying key decision-makers and existing vendor relationships. - **Industry Networking and Visibility:** Represent TEECOM at industry functions to increase visibility, connect with clients, and build long term partnerships and relationships. - **Competitive Positioning and Proposal Strategy:** Collect and organize intelligence that gives TEECOM a competitive edge in winning projects. Seek client feedback and referrals to strengthen client relationships. - **Consistent Reporting:** Provide regular updates on business development activities, including lead status and prospective projects, using TEECOM’s CRM tools and processes. - **Solution-Oriented Selling:** Apply a solution-selling approach by actively listening to the client’s business needs and aligning TEECOM’s offerings to address those needs effectively. ### Responsibilities and Expectations ### Annual - Develop and execute an annual plan collaborating with the Client Relations EVP, the Market Intel, and the broader leadership team - Establish target client list and plans to secure new business opportunities with key clients and channel partners (e.g architects, engineers, general contractors, and project management firm partners) - Align sales strategy with delivery capacity, utilization targets, and recruiting to ensure TEECOM’s successful delivery of our services - Collaborate with Discipline and Team Leads to identify emerging technologies and potential new service offerings - Report on annual performance and market insights to executive leadership ### Quarterly - Review quarterly net bookings, backlog, and pipeline strength by clients, markets and regions - Meet with clients and strategic partners to reinforce and escalate to executive-level relationships - Collaborate with the Market Intel Team on thought leadership, conferences, and targeted campaigns - Assist in the development of 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 TEECOM’s annual objectives - Identify key partners for feedback session opportunities ### Monthly - Review monthly net bookings, pipeline, and forecast accuracy - Lead monthly client relations meeting with leadership for specific market assigned - Ensure CRM data quality, pursuit stage and close probabilities accuracy - Review top pursuits across markets and disciplines - Communicate pipeline of 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 fluctuation, demand and capacity - Contribute to TEECOM’s documentation to improve results and advance training for non-client relations team members ### Bi-Weekly / Weekly - Participate in and inform the weekly client relations meeting - Participate in and inform the Bi-weekly Owners Client Relations reviews - Review active proposals, RFP/RFQ/SOQ, 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 relationships with our clients and channel partners through consistent outreach and sharing value-adding intel - Collaborate in weekly 1:1 with Client Relations EVP - Attend bi-weekly client relations team meeting ### Daily - Participate in daily huddle with the client relations team - Inform and monitor pipeline changes, pursuits, and near-term deadlines - Support 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 TEECOM’s solutions - Document and track personal outreach to clients, channel partners and prospective clients in TEECOM’s CRM database - Document and track prospects and pursuits in TEECOM’s Pursuit database - Model firm values, collaboration, and professional rigor ### Supervisory / Mentorship / Training Responsibilities - No immediate but potential direct supervisory responsibilities supported by growth. - Initially an individual contributor, with a high degree of cross-functional team collaboration. - Mentor technical team members in client relations and business development activities ### Experience and Qualifications - Bachelor’s degree required. Majors: Business Administration, Marketing, Sales, or Engineering. - 15 years experience in a sales role with a proven track record of exceeding sales goals. - Experience and an established network within the AEC industry, highly preferred. - Passion for relationship building, technology, and the construction industry. - Knowledge of professional services procurement process from RFPs/RFQs, Proposals, and bidding to award. - Excellent verbal and written communication skills. - Results-driven and highly ethical in practice. - Methodical, tenacious, personable, and comfortable prospecting and asking for the business. - Outstanding networking and people skills, both in person and online. - Highly autonomous, proactive, and able to manage multiple accounts and pursuits simultaneously. - Ability to work as a team and positively contribute to TEECOM culture ### Physical Demands These physical demands represent what is required to perform the essential functions of this job. Reasonable accommodations will be provided as needed. - Prolonged desk work using a computer, keyboard, mouse, and telephone. - Regular reading, writing, and communication in virtual and in-person settings. - Occasional travel to client sites for in-person meetings, events, or conferences - Site walks may require standing or walking for extended periods, climbing stairs, and navigating construction or utility areas. - Field activities may involve bending, kneeling, or maneuvering in confined spaces. - May occasionally lift or move equipment weighing up to 25 pounds. ### Work Environment - These work environment characteristics represent the conditions encountered while performing essential job functions. Reasonable accommodations will be provided as needed. - Approximately 100% of work is performed in a remote setting. - Approximately 50% travel occurs at client in-person meetings, events, or conferences