Sr. Capture Manager (Enterprise Pursuits)

AECOM•Kansas City, MO

3d•$185,000 - $260,000•Hybrid

About The Position

The Sr. Capture Manager is a pivotal 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 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/virtual work options and travel as required. The role leads consultative sales processes and major pursuits, develops differentiated client-focused strategies, and coordinates multidisciplinary teams across regions and business lines. It helps align AECOM’s initiatives with client priorities, including sustainability, resilience, and innovative solutions, while maintaining commercial, financial, legal, and governance compliance. The manager also builds qualified opportunity pipelines, promotes accountability for sales metrics and capture results, and coaches team members in capture management.

Requirements

Bachelor’s degree.
Extensive experience, including experience at a Director/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 expertise in the water market and with clients.
Demonstrated success winning major pursuits and leading multidisciplinary teams.
High energy, outgoing, self-motivated approach and consultative sales expertise.
Relevant industry experience and experience working in a global matrix organization.

Responsibilities

Lead consultative sales processes for major pursuits, applying business development best practices and sales leadership to develop competition-beating win strategies.
Direct discovery, pre-positioning, differentiation, and delivery strategies for transformative 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 among multidisciplinary teams across regional and global business lines to deliver value-driven, client-focused outcomes.
Ensure partnership among technical, marketing, and bidding staff and guide development of compliant, persuasive proposal content.
Champion the complete sales process lifecycle, including quality assurance and adherence to Go/No-Go rigor.
Coordinate strategic marketing 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 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.
Set schedules and milestones for short-, medium-, and long-term opportunity goals, including reviews, deliverables, and bid or proposal delivery, while managing the opportunity budget.
Coach and support team members in building relationships within capture teams and train others to enhance their capture management skills.
Champion ethical and safe working practices and encourage diverse, accountable, and inclusive teams.