Application Guide

How to Apply for Capture Management Director

at AECOM

🏢 About AECOM

AECOM is a global infrastructure consulting firm that builds sustainable legacies through innovative solutions in transportation, water, energy, and environmental sectors. Working here means contributing to transformative projects that address climate resilience and community well-being, with a strong emphasis on collaboration and technical excellence.

About This Role

As Capture Management Director, you will lead the full lifecycle of major enterprise pursuits, from strategy development to proposal delivery. This role is impactful because it directly drives revenue growth while shaping how AECOM competes for high-value programs that align with sustainability and resilience goals.

💡 A Day in the Life

A typical day might start with reviewing pipeline metrics and prioritizing pursuits, followed by a strategy session with cross-functional teams to refine win themes for a major proposal. You'll spend time analyzing competitor intelligence, meeting with clients to understand their priorities, and mentoring junior capture managers on best practices.

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🎯 Who AECOM Is Looking For

  • Proven track record in capture management or consultative sales for large-scale, multi-million-dollar pursuits, ideally in infrastructure or environmental sectors.
  • Deep understanding of competitive analysis, win/loss analysis, and ability to refine strategies based on market intelligence.
  • Strong relationship-building skills with clients and cross-functional teams, including ability to communicate complex priorities to executive leadership.
  • Experience with commercial elements of contracts (financial, legal, risk, governance) and mentoring junior team members.

📝 Tips for Applying to AECOM

1

Tailor your resume to highlight specific large-scale pursuits you've led, including win rates, revenue impact, and strategic innovations.

2

In your cover letter, explicitly connect your experience to AECOM's focus on sustainability and resilience, using examples from past projects.

3

Research AECOM's recent major wins and articulate how you would replicate that success in your application materials.

4

Emphasize your ability to manage opportunity budgets and collaborate with diverse teams, as this is critical for remote work.

5

Use metrics and outcomes to demonstrate your impact, such as percentage of pipeline converted, revenue growth, or improved win rates.

✉️ What to Emphasize in Your Cover Letter

['Highlight your experience leading consultative sales processes for enterprise-level pursuits, especially in infrastructure or environmental sectors.', 'Emphasize your ability to develop winning strategies by analyzing competitive landscapes and aligning with client priorities on sustainability.', 'Showcase your leadership in mentoring teams and driving accountability for sales metrics.', "Demonstrate your understanding of commercial contract elements and how you've navigated risk and governance in past roles."]

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🔍 Research Before Applying

To stand out, make sure you've researched:

  • → Review AECOM's recent press releases and case studies on sustainability and resilience projects to understand their client priorities.
  • → Study AECOM's organizational structure and key leaders in the capture management or business development teams.
  • → Analyze AECOM's competitors in the infrastructure space (e.g., Jacobs, WSP) to understand market positioning.
  • → Familiarize yourself with AECOM's 'Sustainable Legacies' initiative and how it integrates into their sales process.

💬 Prepare for These Interview Topics

Based on this role, you may be asked about:

1 Describe a major pursuit you led from start to finish, including how you developed the win strategy and overcame competitive challenges.
2 How do you analyze competitive landscapes and incorporate insights into pursuit strategies? Provide a specific example.
3 How do you build client relationships and pre-position for opportunities, especially in a remote environment?
4 Walk me through how you manage opportunity budgets and ensure quality assurance throughout the pursuit lifecycle.
5 How do you mentor junior team members and foster a culture of accountability in capture management?
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⚠️ Common Mistakes to Avoid

  • Submitting a generic application that doesn't reference AECOM's specific focus on sustainability and resilience.
  • Focusing only on technical skills without demonstrating strategic thinking and client relationship building.
  • Failing to provide concrete examples of large-scale pursuits you've led, including metrics and outcomes.

📅 Application Timeline

This position is open until filled. However, we recommend applying as soon as possible as roles at mission-driven organizations tend to fill quickly.

Typical hiring timeline:

1

Application Review

1-2 weeks

2

Initial Screening

Phone call or written assessment

3

Interviews

1-2 rounds, usually virtual

✓

Offer

Congratulations!

Ready to Apply?

Good luck with your application to AECOM!

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