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. Reporting to the Strategy and Growth lead for AECOM’s Water Global Business line, the role develops and implements pursuit strategies, leads consultative sales processes, and fosters collaboration across global and regional business lines. It offers remote or virtual work options, with travel as required. The role leads pursuit strategy and execution throughout the sales lifecycle, combining client engagement, competitive analysis, multidisciplinary coordination, proposal quality, and commercial oversight. The Sr. Capture Manager builds trust with client decision-makers and internal stakeholders, supports growth and pipeline development, and mentors colleagues in capture management. The position also promotes ethical and safe practices and aligns AECOM’s initiatives with client priorities, including sustainability, resilience, and innovation.

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 the opportunity being pursued.
Ability to communicate pursuit priorities across market sectors to executive, regional, and business-line leadership.
Ability to guide teams in developing dynamic, compliant, compelling, and persuasive content.
Ability to build client relationships and position for and capture new business and renewal or extension opportunities.
Ability to set schedules and milestones and manage opportunity budgets.
Good understanding of commercial contract elements, including financial/pricing, legal/risk, and governance.
Ability to champion ethical and safe working practices.

Nice To Haves

Commercial and operational experience leading negotiations, contracts, risk, legal, and pricing.
Strategic and collaborative leadership in the water market and with clients.
Demonstrated success winning major pursuits and leading multidisciplinary teams.
High energy, outgoing, self-motivated approach with consultative sales expertise.
Relevant industry experience and experience working in a global matrix organization.

Responsibilities

Lead consultative sales processes and develop winning strategies for major enterprise pursuits.
Direct discovery, pre-positioning, differentiation, and delivery strategies for major programs with clients and internal partners.
Analyze competitive landscapes and use insights from wins and losses to refine pursuit strategies.
Promote collaboration across multidisciplinary regional and global teams to deliver client-focused outcomes.
Coordinate technical, marketing, and bidding staff to apply proposal best practices and develop compelling, compliant content.
Lead the full sales-process lifecycle, ensuring quality assurance and adherence to Go/No-Go rigor.
Coordinate with marketing on strategic campaigns aligned with key opportunities.
Ensure compliance with commercial, financial, legal, and governance requirements of contracts.
Drive accountability for sales metrics and high 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 CAMs, Marketing, Bidding, RBLLs, and the Executive Board.
Set schedules, milestones, reviews, deliverables, and bid/proposal deadlines while managing opportunity budgets.
Coach and support capture team members and train others to strengthen capture management skills.
Encourage diverse, accountable, and inclusive teams, supporting individual growth and collective success.