Associate Director - Capture Management

AECOM Middle East Ltd; Dubai; On-site; AED 390,600 - 613,800; Full time

Job summary

AECOM Middle East Ltd in Dubai is searching for an Associate Director - Capture Management to lead strategic pursuit planning and business development. This senior role requires expertise in capture strategy, proposal leadership, and client relationship management.

The ideal candidate should have over 15 years of relevant experience, with a proven track record in closing large deals. You'll oversee multidisciplinary pursuit teams and ensure successful outcomes for complex projects across the Middle East.

The position offers a unique opportunity to shape business success while fostering talent development in a high-demand consulting environment.

Qualifications

• 15 years of progressive business development experience.
• At least 8 years in a leadership or senior pursuit role.
• Strong record of closing large deals and supporting revenue growth.

Responsibilities

• Lead the identification and capture of high-value business opportunities.
• Develop capture strategies aligned with client needs and market positioning.
• Manage complex sales pipelines and stakeholder inputs.

Skills

Capture management

Business development

Strategic pursuits

Proposal development

Client relationship management

Sales pipeline management

Commercial negotiation

Market analysis

Tools

CRM systems

Bid management software

Proposal automation tools

Job description

Overview

Associate Director - Capture Management in Dubai, United Arab Emirates is a Management Consulting opportunity for a senior business development leader with deep experience in capture strategy, proposal leadership, enterprise pursuits, client relationship management, and regional growth planning. This role is suited for a commercially strong professional who can identify high-value opportunities, lead multidisciplinary pursuit teams, manage complex pipelines, and position large-scale bids for successful outcomes across the Middle East market.

Job Details

Country: United Arab Emirates; City: Dubai; Industry: Management Consulting; Function: Business Development; Salary: 35000-55000; Gender: Any; Candidate Nationality: Any; Job Type: Full-time.

Role Context

The Associate Director - Capture Management will lead strategic pursuit planning and business development activity for major opportunities in Dubai and the wider region. The role combines client engagement, bid strategy, proposal development, commercial risk awareness, team leadership, and market intelligence. By connecting regional priorities with AECOM's global technical capability, the position will help strengthen opportunity capture, improve win probability, expand client relationships, and support long-term revenue growth across complex infrastructure and professional services markets.

Key Responsibilities

• Lead the identification, qualification, pursuit, and capture of high-value business opportunities across priority markets and client accounts.


• Develop capture strategies that align client needs, market positioning, technical capability, pricing approach, risk profile, and business growth objectives.


• Build and guide pursuit teams, ensuring the right internal and external expertise is aligned to each opportunity.


• Manage complex sales pipelines, opportunity forecasts, pursuit schedules, proposal milestones, and stakeholder inputs.


• Partner with regional leadership, business line leaders, and market sector teams to prioritize bid opportunities and improve capture outcomes.


• Lead the development of compelling proposals, bid narratives, commercial responses, and client-focused value propositions.


• Implement best pursuit practices to maintain technical excellence, consistent client service, and high-quality bid submissions.


• Support Price, Risk, and Contract Reviews by contributing commercial insight, governance awareness, and risk mitigation planning.


• Develop strong relationships with critical clients, partner organizations, suppliers, consultants, and market stakeholders.


• Represent the organization externally with professionalism, market knowledge, ethical conduct, and a clear understanding of client priorities.


• Drive growth across potential project pipelines, major new business opportunities, and renewal or extension of large-scale agreements.


• Coach pursuit team members and support succession planning for capture management capability.


• Encourage inclusive collaboration across regions, business lines, and disciplines to improve pursuit performance and team development.


• Identify market trends, client innovation priorities, ESG requirements, digitalization opportunities, and disruptive changes affecting future work.


• Support workforce planning, skill development, and capability building to prepare teams for future business needs.


• Use CRM systems, bid management tools, proposal automation platforms, and business development data to track performance and support decisions.


• Build consensus across leadership teams on commercial terms, opportunity priorities, and strategic client positioning.


• Maintain accountability for results while managing ambiguity, risk, and changing client or market conditions.

Ideal Profile

• 15 years of progressive business development experience.


• At least 8 years of experience in a leadership, management, capture management, or senior pursuit role.


• Proven expertise in capture management, proposal development, and complex enterprise-level opportunity pursuit.


• Strong record of closing large, complex deals and supporting revenue growth in competitive markets.


• Experience building, leading, and developing high-performing pursuit, proposal, or business development teams.


• Strong understanding of sales methodologies, pipeline management, forecasting, account planning, and opportunity qualification.


• Commercially astute with experience supporting P&L objectives, pricing discussions, contract risk reviews, and business growth strategies.


• Excellent strategic thinking, analytical judgment, negotiation capability, and presentation skills.


• Strong knowledge of Middle East market dynamics, stakeholder expectations, and business practices.


• Experience in government technology sectors is preferred.


• Familiarity with CRM systems, bid management software, proposal automation tools, and business development reporting platforms.


• Ability to influence senior leadership, align cross-functional teams, and manage priorities in a fast-paced environment.


• Strong client relationship management skills with the ability to build trust, resolve complexity, and position long-term value.


• Professional communication style with the confidence to represent the organization to clients, partners, industry groups, and internal executives.

Skills Set

• Capture management


• Business development


• Strategic pursuits


• Proposal development


• Bid strategy


• Sales pipeline management


• Opportunity qualification


• Client relationship management


• Strategic account management


• Commercial negotiation


• Revenue growth planning


• P&L awareness


• Price review support


• Risk review support


• Contract review support


• CRM systems


• Bid management software


• Proposal automation tools


• Forecasting


• Market analysis


• Stakeholder engagement


• Team leadership


• Talent development


• Workforce planning


• Cross-functional collaboration


• ESG positioning


• Digitalization strategy


• Middle East market knowledge


• Large deal capture


• Executive presentations

Why Join Us

This opportunity offers a senior leadership path within Dubai's high-demand infrastructure consulting and professional services market. The role provides direct involvement in major regional pursuits, complex client relationships, commercial strategy, and long-term business growth. It is well suited for an experienced capture management leader who wants to influence major opportunities, develop future pursuit talent, and help shape business success across multidisciplinary infrastructure, advisory, and project delivery sectors.

About the Company

AECOM is a global infrastructure consulting firm providing planning, design, engineering, environmental, program management, construction management, and advisory services. In Dubai and across the Middle East, AECOM supports clients across transportation, buildings, water, energy, environment, and urban development sectors. The company combines regional market insight with global technical expertise to deliver sustainable, resilient, and commercially sound solutions for complex public and private sector projects.