Application Guide

How to Apply for Capture Management Director

at AECOM

🏢 About AECOM

AECOM is a global leader in infrastructure and environmental solutions, known for delivering transformative projects that build sustainable legacies. Working here means joining a team of experts committed to innovation and resilience, with a culture that values collaboration and impact.

About This Role

As Capture Management Director, you'll lead the strategy for winning major enterprise-level pursuits, driving consultative sales processes from pre-positioning through delivery. This role is pivotal in shaping AECOM's growth by securing transformative programs that align with client priorities on sustainability and resilience.

💡 A Day in the Life

A typical day may involve leading a strategy session for a major pursuit, analyzing competitor intelligence, and coordinating with technical and marketing teams to refine differentiation. You'll also review pipeline metrics, mentor junior staff, and meet with clients to understand their sustainability goals, ensuring alignment with AECOM's solutions.

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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 or environmental sectors.
  • Deep understanding of market dynamics and technical requirements relevant to AECOM's opportunities, with ability to articulate strategic priorities to C-suite executives.
  • Strong relationship builder who can partner with technical teams, marketing, and clients to develop winning strategies and manage pursuit budgets.
  • Commercially savvy with experience in contract financials, legal terms, risk management, and governance, plus a mentor for junior team members.

📝 Tips for Applying to AECOM

1

Highlight specific large-scale pursuits you've led, detailing the win strategy, team coordination, and outcome (e.g., contract value, client impact).

2

Emphasize experience with sustainability and resilience initiatives, as these are core to AECOM's mission and client priorities.

3

Showcase your ability to analyze competitive landscapes and adapt strategies mid-pursuit with concrete examples.

4

Tailor your resume to reflect consultative sales leadership, not just capture management—use language like 'strategy development,' 'client discovery,' and 'pipeline diversification.'

5

Include any experience with remote team leadership or virtual collaboration tools, as this role is remote and requires managing dispersed teams.

✉️ What to Emphasize in Your Cover Letter

["Your passion for building sustainable legacies and how your capture management skills align with AECOM's mission.", 'Specific examples of leading consultative sales processes that resulted in winning transformative programs.', 'Your ability to drive accountability for sales metrics and build a diversified pipeline in complex environments.', 'How you mentor teams and foster collaboration across technical and marketing functions.']

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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 focus areas (e.g., water, transportation, energy transition).
  • → Study AECOM's sustainability framework and how they integrate resilience into client solutions.
  • → Familiarize yourself with AECOM's key competitors in the infrastructure space and their capture approaches.
  • → Explore AECOM's thought leadership content on infrastructure trends and digital transformation.

💬 Prepare for These Interview Topics

Based on this role, you may be asked about:

1 Describe a time you led a pursuit from pre-positioning to contract award—what was your strategy and how did you overcome obstacles?
2 How do you analyze competitive landscapes and adjust strategies in real-time? Give an example.
3 How have you incorporated sustainability and resilience into your capture strategies for clients?
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 in capture management? Provide a specific example.
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⚠️ Common Mistakes to Avoid

  • Focusing only on past wins without discussing the strategy and team dynamics—this role values process and collaboration.
  • Underestimating the importance of commercial elements (financial, legal, risk) in capture—be prepared to discuss contract nuances.
  • Failing to articulate how you build client relationships and pre-position for opportunities—this is a consultative 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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