Sr. Capture Manager (Enterprise Pursuits)

AECOM•San Francisco, CA

3d•$185,000 - $260,000•Hybrid

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 the Water Global Business line, the role develops and implements winning strategies, fosters collaboration across global and regional business lines, and ensures operational excellence throughout the pursuit lifecycle. The position offers remote or virtual work options and travel as required. The role leads consultative sales processes for major pursuits, guides multidisciplinary teams, builds client and internal stakeholder relationships, and aligns AECOM’s initiatives with client priorities, including sustainability, resilience, and innovative solutions. It also supports development of capture-management skills in others and promotes ethical, safe, diverse, accountable, and inclusive teams.

Requirements

Bachelor’s degree.
Extensive experience, including experience at a Director or Vice President level.
At least 12 years of related experience.
At least 4 years of leadership experience in business-development strategy and team management.
Proven ability to deliver sales metrics and develop compelling value propositions.

Nice To Haves

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

Responsibilities

Lead the consultative sales process 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 strategies.
Promote collaboration across multidisciplinary regional and global teams to deliver value-driven, client-focused outcomes.
Ensure partnership among technical, marketing, and bidding staff and guide proposal best practices.
Lead the complete sales-process lifecycle, 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 contract elements.
Drive accountability for sales metrics and capture rates.
Align AECOM initiatives with client priorities, including sustainability, resilience, and cutting-edge 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, RBLLs, and the Executive Board.
Communicate pursuit priorities across market sectors to executive, regional, and business-line leadership to secure resources and support for win strategies.
Partner with Client Account Managers and other business-line representatives on client relationships and geopolitical positioning.
Position for and capture new business opportunities and renewals or extensions of existing opportunities.
Set schedules and milestones for short-, medium-, and long-term opportunity goals, including reviews, deliverables, bid/proposal delivery, and budget management.
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.