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 the Water Global Business line, the position develops and implements pursuit strategies, fosters collaboration across global and regional business lines, and supports operational excellence throughout the pursuit lifecycle. The role offers remote/virtual work options and travel as required. The position leads consultative sales processes, develops competition-beating strategies, and aligns AECOM’s initiatives with client priorities, including sustainability, resilience, and innovative solutions. It builds and maintains a qualified opportunity pipeline, cultivates relationships with client decision-makers and internal stakeholders, and coaches colleagues in capture management. The role also oversees pursuit schedules, milestones, budgets, proposal quality, and compliance with commercial, financial, legal, and governance requirements.

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/Vice President level.
Proven ability to deliver sales metrics and develop compelling value propositions.
Strong market and technical knowledge relevant to pursued opportunities.
Ability to communicate pursuit priorities clearly to executive, regional, and business line leadership.
Ability to build client relationships and position for new business and renewal or extension opportunities.
Ability to set pursuit schedules and milestones and manage opportunity budgets.
Good understanding of contract commercial elements, including financial/pricing, legal/risk, and governance.

Nice To Haves

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

Responsibilities

Lead consultative sales processes for major pursuits, providing strategy, business development practices, and sales leadership to develop winning 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 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 develop compliant, persuasive proposal content and follow 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 elements 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 Client Account Managers, Marketing, Bidding, regional business line leadership, and the Executive Board.
Establish short-, medium-, and long-term pursuit schedules, milestones, reviews, and deliverables while managing the opportunity budget.
Coach and support capture team members, and train others to enhance their capture management skills.
Encourage diverse, accountable, and inclusive teams and support individual and collective growth.

Benefits

Medical, dental, vision, life, AD&D, and disability benefits, depending on employment status.
Paid time off and leaves of absence, depending on employment status.
Voluntary benefits and perks.
Flexible work options.
Well-being resources and an employee assistance program.
Business travel insurance.
Service recognition awards.
Retirement savings plan.
Employee stock purchase plan.
Training and development programs.
Remote/virtual work options.