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 sustainable and resilient future. Working here means contributing to transformative projects that address climate change, urbanization, and resource scarcity, with a strong emphasis on innovation and collaboration.

About This Role

As Capture Management Director, you'll lead complex, high-stakes sales pursuits for major enterprise programs, shaping winning strategies from opportunity identification through contract award. This role is impactful because you directly influence AECOM's growth by securing transformative projects that align with client sustainability goals.

💡 A Day in the Life

A typical day might start with a pipeline review meeting to assess active opportunities, followed by a strategy session with technical and marketing teams for a key pursuit. You might then analyze competitor intelligence, update executive leadership on progress, and mentor a junior capture manager on proposal development, all while managing budgets and deadlines across multiple time zones.

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Interview Prep

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🎯 Who AECOM Is Looking For

  • Proven track record in capture management for large-scale infrastructure or environmental projects, with experience leading cross-functional teams through the entire pursuit lifecycle.
  • Deep understanding of the commercial elements of contracts, including financial modeling, legal terms, and governance structures, with ability to negotiate complex agreements.
  • Strong consultative selling skills, adept at building C-suite client relationships and differentiating AECOM's value proposition around sustainability and resilience.
  • Strategic thinker who can analyze competitive landscapes, refine pursuit strategies, and mentor junior team members while managing multiple opportunities and budgets.

📝 Tips for Applying to AECOM

1

Tailor your resume to highlight specific large-scale pursuits you've led (e.g., $100M+ projects), emphasizing your role in strategy development and win results.

2

In your cover letter, explicitly connect your experience to AECOM's focus on sustainability and resilience, citing relevant projects or initiatives.

3

Quantify your achievements in capture management, such as win rates, pipeline growth, or revenue impact, using metrics that resonate with AECOM's goals.

4

Research AECOM's recent major wins and how they align with market trends (e.g., infrastructure bill, climate adaptation) and reference them in your application.

5

Demonstrate your ability to work remotely by highlighting virtual collaboration tools and past success in leading distributed teams.

✉️ What to Emphasize in Your Cover Letter

["Emphasize your consultative sales approach and how you've built long-term client relationships that led to repeat business.", "Highlight your experience with sustainability-focused projects or clients, showing alignment with AECOM's mission.", 'Showcase your ability to manage complex contract negotiations and coordinate with legal, finance, and technical teams.', 'Mention your track record of mentoring capture teams and driving operational excellence in pursuit processes.']

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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 around sustainability and resilience.
  • → Study AECOM's key competitors (e.g., Jacobs, Stantec) and how they position themselves in the market.
  • → Look into AECOM's major clients and past projects, particularly those involving federal or state infrastructure funding.
  • → Understand AECOM's organizational structure for capture management and how this role interfaces with business development and operations.

💬 Prepare for These Interview Topics

Based on this role, you may be asked about:

1 Describe a time you led a capture effort for a major infrastructure program. What was your strategy and what was the outcome?
2 How do you stay informed about competitive landscapes and market trends in infrastructure and environmental sectors?
3 Can you walk through your process for developing a win strategy, including how you differentiate AECOM from competitors?
4 How do you ensure alignment between sales, technical, and marketing teams during a pursuit? Give a specific example.
5 What experience do you have with contract types like design-build, P3, or EPA programs, and how do you handle associated risks?
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⚠️ Common Mistakes to Avoid

  • Don't focus only on sales volume without linking to strategic value or client relationships; AECOM values consultative selling.
  • Avoid generic language about 'team leadership' without specific examples of mentoring or cross-functional coordination.
  • Don't overlook the importance of contract commercial terms; failing to discuss financial/legal experience can weaken your candidacy.

📅 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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