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About the Role
The Capture Management Director is a pivotal leadership role responsible for driving strategic growth and securing major enterprise-level pursuits (ECP). This position requires visionary leadership, strategic thinking, and the ability to lead consultative sales processes. The role offers flexibility, with remote/virtual work options and travel as required.
Responsibilities
- Win major pursuits as the consultative sales process leader, contributing strategy, business development best practices and sales leadership to create competition beating win strategies.
- Direct discovery, pre-positioning, differentiation, and delivery strategies for major transformative programs with current/prospective clients and internal partners.
- Analyze competitive landscapes, leveraging insights from recent wins and losses to refine strategies.
- Promote a collaborative approach, leveraging multidisciplinary teams from across the region and globe to deliver value-driven, client-focused outcomes.
- Ensure partnership between technical, marketing and bidding staff for proposal best practices.
- Champion the complete lifecycle of the sales process, ensuring quality assurance and adherence to Go/No-Go rigor.
- Coordinate with marketing to execute strategic campaigns aligned with key opportunities.
- Ensure compliance with commercial, financial, legal, and governance elements of contracts.
- Drive accountability for delivering sales metrics and achieving high capture rates.
- Align AECOM’s initiatives with client priorities, focusing on sustainability, resilience, and cutting-edge solutions.
- Help to build and maintain a diversified pipeline of qualified opportunities, ensuring alignment with business strategy and goals.
- Build trust with client decision-makers and internal stakeholders, including Client Account Managers (CAMs), Marketing, Bidding, RBLLs, and the Executive Board.
Requirements
- Has strong market and technical knowledge, which is relevant to the opportunity being pursued.
- Ability to communicate pursuit priorities clearly across market sectors to executive, regional and business line leadership, to ensure resources are made available and win strategies are supported.
- Guides the team to develop dynamic and compelling content, that is both compliant and compelling/persuasive.
- Partners with the Client Account Manager (CAM) and other business line representatives (including geo-political positioning).
- Drives growth through the ability to position for and capture key opportunities including both new business opportunities and the renewal/extension of existing opportunities within the account.
- Champion for ethical and safe working practices while striving to align AECOM’s initiatives with those of the client.
- Understanding client’s innovation agenda, acts as a conduit to position AECOM’s innovative solutions within the specific opportunity while encouraging adoption of key AECOM initiatives.
- Demonstrated ability to set a schedule and milestones for the short-, medium- and long-term goals, including reviews, deliverables, and ultimate delivery of the bid/proposal while managing the opportunity budget.
- Demonstrates good understanding of commercial elements of contracts (financial/pricing, legal/risk and governance).
- Coaches and supports other team members in building strong relationships within the capture team and trains others in AECOM to enhance their capture management skills.
- Encourages diverse, accountable, and inclusive teams leveraging AECOM’s global footprint to enable individual growth and collective success through trust, autonomy, accountability, and alignment.
- Bachelor’s degree and 12 years' experience, including at a Director/Vice President level.
- At least 4 years of leadership experience in business development strategy and team leadership.
- Proven ability to deliver sales metrics and develop compelling value proposition.
- Demonstrated success in winning major pursuits and leading multidisciplinary teams.
- High energy, outgoing, and self-motivated with consultative sales expertise.
- Relevant Industry experience together with working in a global matrix organization is highly preferable.
- Sector experience across our key growth markets (aviation, defense, transit and high tech/data centers) would be highly advantageous.
Skills
- Consultative sales
- Business development strategy
- Team leadership
- Sales leadership
- Strategic growth
- Market analysis
- Collaboration
- Value-driven outcomes
- Client-focused outcomes
- Proposal best practices
- Quality assurance
- Go/No-Go rigor
- Strategic campaigns
- Contract compliance
- Commercial acumen
- Financial acumen
- Legal acumen
- Governance
- Sales metrics
- Capture rates
- Sustainability
- Resilience
- Cutting-edge solutions
- Pipeline management
- Client relationship management
- Stakeholder management
- Market knowledge
- Technical knowledge
- Communication
- Ethical practices
- Safe working practices
- Innovation
- Delivery focus
- Budget management
- Mentoring
- People development
- Diverse teams
- Accountable teams
- Inclusive teams
Location
- US - New York, NY - 605 Third Ave
Work Type
- Remote
- Virtual
- Hybrid
Experience Level
- Director/Vice President level
- 4 years of leadership experience in business development strategy and team leadership
Education Level
- Bachelor’s degree
Salary/Compensations
- CAD 175000 - CAD 250000 - yearly
Benefits
- Medical
- Dental
- Vision
- Life
- AD&D
- Disability benefits
- Paid time off
- Leaves of absences
- Voluntary benefits
- Perks
- Flexible work options
- Well-being resources
- Employee assistance program
- Business travel insurance
- Service recognition awards
- Retirement savings plan
- Employee stock purchase plan
About the Company
- AECOM is the global infrastructure leader, committed to delivering a better world.
- As a trusted professional services firm powered by deep technical abilities, we solve our clients’ complex challenges in water, environment, energy, transportation and buildings.
- Our teams partner with public- and private-sector clients to create innovative, sustainable and resilient solutions throughout the project lifecycle – from advisory, planning, design and engineering to program and construction management.
- AECOM is a Fortune 500 firm that had revenue of $16.1 billion in fiscal year 2025.
- You will be part of a global team that champions your growth and career ambitions.
- Work on groundbreaking projects - both in your local community and on a global scale - that are transforming our industry and shaping the future.
- With cutting-edge technology and a network of experts, you’ll have the resources to make a real impact.
- Our award-winning training and development programs are designed to expand your technical expertise and leadership skills, helping you build the career you’ve always envisioned.
- Here, you’ll find a welcoming workplace built on respect, collaboration and community—where you have the freedom to grow in a world of opportunity.
Equal Opportunity
- As an Equal Opportunity Employer, we believe in your potential and are here to help you achieve it.
- All your information will be kept confidential according to EEO guidelines.