Application Guide

How to Apply for Capture Management Director

at AECOM

🏢 About AECOM

AECOM is a global leader in infrastructure and environmental solutions, committed to building a better world through sustainable design and delivery. With a focus on innovation and resilience, AECOM partners with clients to tackle the most complex challenges in transportation, water, energy, and government. Working here means contributing to projects that have lasting societal impact while being part of a collaborative, forward-thinking culture.

About This Role

As Capture Management Director, you will lead the charge in winning major enterprise-level pursuits by developing and executing winning strategies from discovery to delivery. This role is pivotal in driving growth for AECOM's most transformative programs, requiring you to align technical, marketing, and bidding teams while fostering deep client relationships. Your impact is measured by revenue growth, pipeline health, and the successful capture of high-stakes opportunities.

💡 A Day in the Life

A typical day might start with a strategy review for an active pursuit, followed by a meeting with Client Account Managers to align on opportunity pipeline. You'll spend time analyzing competitor intelligence, then lead a cross-functional call to refine win themes and pricing. Afternoons could involve mentoring a junior capture manager or preparing a presentation for executive leadership on pipeline health and growth initiatives.

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Interview Prep

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🎯 Who AECOM Is Looking For

  • Proven track record in capture management or consultative sales leadership for large-scale, multi-million-dollar pursuits, ideally in infrastructure, engineering, or environmental sectors.
  • Deep market and technical knowledge in areas like sustainability, resilience, or infrastructure, enabling you to translate client priorities into actionable strategies.
  • Strong relationship-building skills with the ability to partner with Client Account Managers and executive leadership, driving cross-functional alignment.
  • Expertise in commercial contract elements (financial, legal, governance) and experience mentoring teams to elevate capture capabilities.

📝 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, citing relevant projects or initiatives.

3

Research AECOM's recent wins and key clients (e.g., federal infrastructure, transit authorities) to demonstrate your understanding of their market position.

4

Quantify your achievements in pipeline growth, team leadership, and capture process improvements to stand out.

5

Prepare a brief case study of a successful capture you led, detailing how you navigated competitive landscapes and aligned internal teams.

✉️ What to Emphasize in Your Cover Letter

['Emphasize your experience leading consultative sales for transformative programs, particularly those with sustainability or resilience components.', 'Highlight your ability to drive cross-functional collaboration and alignment across technical, marketing, and bidding teams.', 'Showcase your success in building client relationships and partnering with Account Managers to uncover and shape opportunities.', "Demonstrate your understanding of AECOM's mission and how your capture strategies have delivered both growth and societal impact."]

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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 major infrastructure and environmental projects, especially those highlighting sustainability.
  • → Understand AECOM's organizational structure, particularly how the Capture Management role interacts with Client Account Managers and technical leads.
  • → Explore AECOM's 'Sustainable Legacies' initiative and how it integrates into their business strategy and client offerings.
  • → Research key competitors in the infrastructure and environmental consulting space (e.g., Jacobs, WSP) to understand AECOM's differentiation.

💬 Prepare for These Interview Topics

Based on this role, you may be asked about:

1 Describe a time you led a capture for a complex, multi-stakeholder pursuit. What was your strategy, and how did you overcome obstacles?
2 How do you stay informed on market trends and client priorities in sustainability and resilience? Provide an example of how you used this knowledge.
3 Walk me through your process for analyzing competitive landscapes and refining win strategies mid-pursuit.
4 How have you mentored or built capture capabilities within a team? Can you share a specific example of developing a junior team member?
5 What metrics do you use to track capture performance, and how do you ensure accountability across the team?
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⚠️ Common Mistakes to Avoid

  • Submitting a generic application without referencing AECOM's specific focus on sustainability and resilience.
  • Focusing solely on sales numbers without demonstrating strategic thinking, cross-functional leadership, or client relationship depth.
  • Failing to show understanding of commercial contract elements (financial, legal, governance) which are critical for this role.

📅 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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