Sr. Capture Manager (Enterprise Pursuits)

AECOM•Dallas, TX

About The Position

The Sr. Capture Manager is a leadership role responsible for driving strategic growth and securing major enterprise-level pursuits (ECP). Reporting to the Strategy and Growth lead for AECOM’s Water Global Business line, the position develops and implements pursuit strategies, leads consultative sales processes, fosters collaboration across global and regional business lines, and ensures operational excellence throughout the pursuit lifecycle. The role offers remote or virtual work options and travel as required. The manager leads major pursuits by directing discovery, pre-positioning, differentiation, and delivery strategies; analyzing competitive landscapes; coordinating multidisciplinary teams; and ensuring effective collaboration among technical, marketing, and bidding staff. The position oversees sales-process quality and Go/No-Go rigor, strategic marketing campaigns, contract compliance, sales metrics, and pipeline development. It also builds relationships with client decision-makers and internal stakeholders, promotes sustainable and innovative solutions aligned with client priorities, and coaches others in capture management.

Requirements

Bachelor’s degree.
At least 12 years of related experience.
At least 4 years of leadership experience in business development strategy and team management.
Extensive experience, including at a Director or Vice President level.
Proven ability to deliver sales metrics and develop compelling value propositions.
Strong market and technical knowledge relevant to pursuits.
Ability to communicate pursuit priorities across market sectors and with executive, regional, and business line leadership.
Ability to guide teams in developing compliant, dynamic, compelling, and persuasive content.
Ability to build client and internal stakeholder relationships.
Understanding of commercial contract elements, including financial/pricing, legal/risk, and governance.
Ability to set pursuit schedules and milestones and manage opportunity budgets.

Nice To Haves

Demonstrated success in winning major pursuits and leading multidisciplinary teams.
High energy, outgoing, and self-motivated approach.
Consultative sales expertise.
Relevant industry experience.
Experience working in a global matrix organization.

Responsibilities

Lead consultative sales processes for major pursuits, contributing strategy, business development best practices, and sales leadership to develop competitive win strategies.
Direct discovery, pre-positioning, differentiation, and delivery strategies for major programs with current and prospective clients and internal partners.
Analyze competitive landscapes and use insights from recent wins and losses to refine pursuit strategies.
Promote collaboration across multidisciplinary regional and global teams to deliver value-driven, client-focused outcomes.
Coordinate technical, marketing, and bidding staff to develop compliant, compelling proposal content and apply proposal best practices.
Lead the complete sales-process lifecycle, including 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 sales metrics and capture rates.
Align AECOM initiatives with client priorities, including sustainability, resilience, and innovative solutions.
Build and maintain a diversified pipeline of qualified opportunities aligned with business strategy and goals.
Build trust with client decision-makers and internal stakeholders, including Client Account Managers, Marketing, Bidding, regional business line leaders, and the Executive Board.
Set short-, medium-, and long-term schedules and milestones, manage opportunity budgets, and oversee reviews, deliverables, and proposal delivery.
Coach and support team members and train others to strengthen capture management skills.
Encourage diverse, accountable, and inclusive teams and support individual and collective development.