Role Overview
This is a senior, high-impact leadership role within the Buildings & Places (B+P) business, responsible for defining and executing the global strategy for engagement with Prime System Integrator clients. The role also serves as Client Account Manager (CAM) for priority global accounts. The position carries full accountability for client relationships, growth strategy, pipeline development, capture, and delivery performance across B+P and the broader enterprise. It combines strategic leadership with hands-on account execution to drive sustainable growth, strengthen client partnerships, and deliver consistent global performance. The role spans key regions including the UK, Continental Europe, Middle East, and Australia/New Zealand. Deep sector expertise in defence‑particularly across maritime, shipyards, ports, industrial bases, airfields, manufacturing and storage facilities, and environmental services—is essential. Reporting to the Global SVP, Head of Strategy & Growth (B+P), this role will work closely with global and regional government and defence leaders across the business.
Key Objectives
* Deliver sustained global revenue growth across priority Prime System Integrator accounts
* Expand and deepen client relationships across multiple regions
* Own end‑to‑end CAM accountability, including strategy, pipeline, bookings, and client satisfaction
* Build and scale high‑performing global account teams aligned to account maturity
Global Strategy & Leadership
* Define and lead the global B+P strategy for Prime System Integrator engagement, including account prioritisation and growth pathways
* Initiate and lead early‑stage global client engagement, transitioning to regional CAM models as accounts scale
* Align regional execution with global strategy through close partnership with B+P leadership teams
* Mobilise cross‑business line capabilities to deliver integrated, multidisciplinary solutions
Client Account Management (CAM)
* Serve as executive‑level CAM for priority global accounts
* Develop and execute strategic account plans, including multi‑year growth strategies and opportunity pipelines
* Drive bookings, revenue growth, and portfolio quality across regions and service lines
* Maintain rigorous oversight of account performance, including pipeline health, forecasting, and risk
Sales, Capture & Pursuit Leadership
* Identify and prioritise key pursuits, ensuring appropriate executive sponsorship and governance
* Lead major bids and proposals, ensuring robust capture strategies, commercial positioning, and risk management
* Partner with Finance, Marketing and Operations to maximise win rates and commercial outcomes
* Drive disciplined use of CRM tools (e.g. Salesforce) to manage pipeline visibility and forecasting accuracy
Team Leadership & Capability Building
* Build and lead high‑performing, global cross‑functional account teams
* Mentor and develop capture managers and account leaders
* Foster a culture of collaboration, accountability, and client focus across regions
Brand & Market Engagement
* Elevate market presence through strategic engagement with key clients, industry forums, and executive stakeholders
* Partner with Marketing & Communications to strengthen positioning with Prime System Integrators
Travel
International travel required across key markets including the Americas, EURI, Middle East/Africa, and ANZ.
Qualifications
* Bachelor's degree in a relevant discipline
* Proven experience working with Prime System Integrator and National Government clients
* Demonstrated success leading global accounts, complex pursuits, and multi‑region delivery
* Strong leadership experience operating across geographies and multidisciplinary teams
* Commercially astute, with strong consultative selling and executive stakeholder engagement skills, MBA preferred
EEO Statement
As an Equal Opportunity Employer, we believe in each person's potential, and we'll help you reach yours.
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