Capture Management Director - Major Pursuits

AECOM; Birmingham; Hybrid; GBP 90,000 - 140,000; Full time

Benefits offered by this job

Hybrid work environment

Competitive pay

Comprehensive benefits

Job summary

AECOM is seeking a Capture Management Director for Major Pursuits in London. The role leads enterprise critical pursuits, shaping winning capture strategies and client positioning across global and regional teams. It offers remote/virtual work options with travel as required.

The ideal candidate will drive growth, coordinate with marketing, technical, and commercial teams, and coach CAMs across regions to improve win rates and value delivery.

Qualifications

• Senior leader responsible for enterprise pursuits (ECP/Tier 2) with cross‑functional support.
• Strong strategic thinker capable of shaping win strategies and client positioning.
• Proven ability to lead, coach and align global capture teams and partners.

Responsibilities

• Lead enterprise critical pursuits (ECP/Tier 2) and develop winning capture strategies.
• Collaborate with global and regional leaders to align growth plans with strategic priorities.
• Drive capture plans, client engagement and positioning across complex proposals.
• Coach regional teams and ensure adherence to pursuit playbooks and governance.

Skills

Strategic leadership

Capture management

Stakeholder engagement

Business development

Team coaching

Education

Professional qualifications

Tools

Bid management

Job description

Capture Management Director - Major Pursuits

• Full-time
• State/Province: London, City of
• Business Group: DCS
• Legal Entity: AECOM Limited
• Business Line: Geography OH
• Work Location Model: Hybrid
• Operating Group: International
• Primary Location: UK - London - Aldgate Tower

Work with Us. Change the World.

At AECOM, we’re delivering a better world. Whether improving your commute, keeping the lights on, providing access to clean water, or transforming skylines, our work helps people and communities thrive. We are the world’s trusted infrastructure consulting firm, partnering with clients to solve the world’s most complex challenges and build legacies for future generations.

There has never been a better time to be at AECOM. With accelerating infrastructure investment worldwide, our services are in great demand. We invite you to bring your bold ideas and big dreams and become part of a global team of over 50,000 planners, designers, engineers, scientists, digital innovators, program and construction managers and other professionals delivering projects that create a positive and tangible impact around the world.

We’re one global team driven by our common purpose to deliver a better world. Join us.

Position Summary

The Capture Director is a pivotal leadership role responsible for driving strategic growth and securing major enterprise-level critical pursuits (ECP / Tier 2). This position requires visionary leadership, strategic thinking, and the ability to lead capture & positioning strategies Reporting to Head of External Sales, the role involves developing and implementing winning capture and client positioning strategies, fostering collaboration across global and regional business lines, and ensuring operational excellence throughout the pursuit lifecycle. The role offers flexibility, with remote/virtual work options and travel as required.

Key Responsibilities:

Strategic Leadership

• Lead enterprise critical pursuits (ECP / Tier 2) as the Capture Director formulating clear and compelling winning capture and client positioning strategies.
• Collaborate with global and regional leaders to develop and execute growth plans aligned with AECOM’s strategic priorities.
• Drive integrated strategies to improve capture and win rates and secure transformative programs.
• Analyse competitive landscapes, leveraging insights from recent wins and losses to refine strategies.

Business Development

• Drives growth through the ability to position for and capture key opportunities including both new business opportunities and the renewal / extension of existing opportunities within key accounts.
• Lead a holistic approach to capture strategy development, including client listening, win strategy creation, solution development, marcomms planning, answer planning, review through to debrief and lessons learnt.
• Partner with bid, marketing, technical, operations and commercial teams to prepare Capture Plans for complex proposals.
• Help to build and maintain a diversified pipeline of qualified opportunities, ensuring alignment with business goals. Use data-led client, pipeline and performance intelligence to focus on capture activities which add the most value and return on investment.
• Establish and nurture client relationships, identifying needs and delivering tailored solutions.
• Position AECOM’s innovative solutions, including ESG, digitalisation, and equity-focused initiatives, to meet client transformation agendas.
• Partners with the Client Account Managers, Market Sector Leaders, and other business line representatives to have the right conversations with the client at the right time, thinking in a client‑centric way to leverage Our Client Promise in delivering capture outcomes that align with client expectations.
• Drive cultural change in approach to capture, facilitating the adoption of AECOM’s positioning and pursuit playbooks and roll out of supportive training across the region.
• Support the growth in strategic capture capability enabling teams to become self‑reliant - coach and train regional capture and work‑winning teams, including CAMs, capture, bidding and Marcomms professionals.
• Facilitate pursuit strategy meetings and provide guidance and coaching for client engagement/positioning, presentation and interview teams.
• Promote a collaborative approach, leveraging multidisciplinary teams from across the region and globe to achieve success.
• Guides technical writers to develop dynamic and compelling content (all channels not just RFP), that is both compliant and compelling / persuasive.
• Ensure partnership between technical, marketing and bidding staff for proposal best practices.
• Coaches and supports other team member in building strong relationships within the capture team and trains others in AECOM to enhance their capture management skills.

Operational Excellence

• Champion the complete lifecycle of the sales process, ensuring quality assurance and adherence to Green Light Analysis and Go/No‑Go rigor.
• Maximise the value from growth enabler functions (e.g. Major Pursuits Team, Client Listening, Digital AECOM, AI, Strategic Marcomms and HR) by influencing their activity focus and prioritising the capture and sales asks from these functions; take the lead in coordinating strategy development with these functions on enterprise critical pursuits identified for their support
• Coordinate with strategic marketing to plan and execute effective pursuit‑based positioning campaigns that supports client positioning/engagement and elevated brand awareness.
• Ensure compliance with commercial, financial, legal, and governance elements of opportunities and contracts.
• Drive accountability for delivering sales metrics and achieving high capture/win rates.
• Align AECOM’s initiatives with client priorities, focusing on sustainability, resilience, and cutting‑edge solutions.
• Leverage AECOM’s ‘Think & Act Global’ expertise and enterprise capabilities to deliver value‑driven, client‑focused outcomes.
• Harness potential of key growth enablers such as digital and technological innovations, including AI and autonomy, to provide competitive advantage in a rapidly changing world.

Influence & Relationship Management

• Build trust with client decision‑makers, delivery partners and internal stakeholders, including Client Account Managers, Market Sector Leaders, Regional Business Line Leaders, and Executive Boards.
• Innovative thinker, problem solver and willing to challenge teams to stretch beyond the norm.
• Demonstrate resilience and adaptability, ensuring focus remains on those opportunities which will deliver growth ambitions and provide greater value to our clients.

Preferred Qualifications

• Member of recognised professional body and/or professional qualifications relative to core markets
• Sector experience across our key growth markets to include: Aviation, Energy, Water, Defence, Data Centres would be highly advantageous.

What We Offer

At AECOM, we provide the flexibility to work in hybrid environments, competitive pay, and comprehensive benefits tailored to support you and your family. We champion career growth through award‑winning training programs and diverse opportunities. As an Equal Opportunity Employer, we believe in your potential and are committed to helping you achieve your career ambitions.

At AECOM, we are committed to maintaining a secure and trustworthy recruitment process and take any fraudulent hiring activity seriously. To support this commitment, all newly hired employees are required to attend an in‑person Day 1 onboarding at an AECOM office location as a condition of employment.

About AECOM

AECOM is the world’s trusted infrastructure consulting firm, delivering professional services throughout the project lifecycle – from advisory, planning, design and engineering to program and construction management. On projects spanning transportation, buildings, water, new energy and the environment, our public‑ and private‑sector clients trust us to solve their most complex challenges. Our teams are driven by a common purpose to deliver a better world through our unrivaled technical and digital expertise, a culture of