Application Guide

How to Apply for Capture Management Director

at AECOM

🏢 About AECOM

AECOM is a global infrastructure consulting firm delivering design, engineering, construction, and management solutions. With a focus on sustainability and resilience, the company works on transformative projects that shape communities and improve quality of life, making it an ideal place for professionals seeking to make a tangible impact.

About This Role

As Capture Management Director, you'll lead the pursuit of major enterprise-level opportunities, driving strategy from opportunity identification through proposal submission. This role is impactful because you'll directly influence AECOM's growth in high-value markets, particularly in sustainability and resilience, while mentoring teams and shaping winning approaches.

💡 A Day in the Life

A typical day might start with a pipeline review meeting with the sales team to assess opportunity status and resource needs. You'll then lead a strategy session for a key pursuit, analyzing competitor moves and refining win themes. Afternoon could involve a client call to deepen relationships, followed by a budget review with finance to ensure pursuit ROI. The day ends with mentoring a junior capture manager on proposal development.

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🎯 Who AECOM Is Looking For

  • A seasoned capture management leader with 10+ years of experience in consultative sales for large-scale infrastructure or environmental programs (e.g., transit, water, energy).
  • Deep understanding of federal, state, or municipal procurement processes, including FAR/DFAR, and experience with contracts valued at $100M+.
  • Proven ability to analyze competitive landscapes and pivot strategies based on market intelligence, with a track record of win rates above 50%.
  • Strong collaborator who can seamlessly integrate technical, marketing, and finance teams, with experience in sustainability-related pursuits (e.g., net-zero, resilience).

📝 Tips for Applying to AECOM

1

Tailor your resume to highlight specific large-scale pursuits you've won, including contract values, your role in strategy, and the client's sustainability goals.

2

In your cover letter, mention familiarity with AECOM's key sectors (e.g., transportation, water, environment) and how your experience aligns with their 'sustainable legacies' mission.

3

Quantify your achievements: e.g., 'Led capture for a $200M transit project, achieving 60% win rate over 3 years.'

4

Demonstrate thought leadership by referencing AECOM's recent projects (e.g., LA Metro, Thames Tideway) and how you'd apply similar strategies.

5

Prepare a 1-page summary of a past pursuit you led, focusing on challenges, strategy pivots, and outcomes, to attach as a supplement.

✉️ What to Emphasize in Your Cover Letter

["Emphasize your experience with consultative sales and building client relationships in infrastructure/environmental sectors, linking to AECOM's project portfolio.", "Highlight your ability to drive sustainability and resilience in pursuit strategies, as these are core to AECOM's brand.", "Showcase your leadership in mentoring capture teams and managing opportunity budgets, directly addressing the job description's requirements.", "Mention your proficiency in commercial elements (financial, legal, governance) and how you've navigated complex contract negotiations."]

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🔍 Research Before Applying

To stand out, make sure you've researched:

  • → Review AECOM's recent press releases and annual report to understand their strategic priorities, especially in sustainability and digital transformation.
  • → Study AECOM's key competitors (e.g., Jacobs, Arup, WSP) and recent wins to identify gaps or opportunities.
  • → Explore AECOM's thought leadership on their website (e.g., white papers on resilient infrastructure) to align your language in interviews.
  • → Check LinkedIn for profiles of current Capture Managers or Directors to understand typical backgrounds and tenure.

💬 Prepare for These Interview Topics

Based on this role, you may be asked about:

1 Describe a time you turned around a losing pursuit; what was your strategy and outcome?
2 How do you stay updated on competitive landscapes in infrastructure? Provide an example of using market intel to adjust a capture plan.
3 Walk me through your process for developing a capture plan for a $500M+ program, including stakeholder mapping and risk mitigation.
4 How have you incorporated sustainability or resilience into a capture strategy? Give a specific example with measurable results.
5 Tell me about a time you had to align cross-functional teams (engineering, marketing, finance) under tight deadlines. How did you ensure accountability?
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⚠️ Common Mistakes to Avoid

  • Submitting a generic resume without tailoring to infrastructure/environmental capture; avoid listing unrelated sales roles.
  • Overemphasizing individual contributions without showing team leadership and cross-functional collaboration skills.
  • Neglecting to mention any experience with sustainability or resilience, as these are central to AECOM's mission.

📅 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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