Capture Director Europe & India Region
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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.
The Capture Director is a pivotal leadership role responsible for driving strategic growth and securing major enterprise‑level pursuits (ECP / Tier 2). This position requires visionary leadership, strategic thinking, and the ability to lead consultative sales processes. Reporting to Head of the Major Pursuits Team Europe, the role involves developing and implementing winning 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
* Win major pursuits as the consultative sales process leader, contributing strategy, business development best practices, and sales leadership to create competition‑beating win strategies.
* Direct discovery, pre‑positioning, differentiation, and delivery strategies for major transformative programmes with current/prospective clients and internal partners.
* Analyse competitive landscapes, leveraging insights from recent wins and losses to refine strategies.
* Promote a collaborative approach, leveraging multidisciplinary teams from across the region and globe to deliver value‑driven, client‑focused outcomes.
* Ensure partnership between technical, marketing and bidding staff for proposal best practices.
* Champion the complete lifecycle of the sales process, ensuring quality assurance and adherence to Go/No‑Go rigor.
* Coordinate with marketing to execute strategic campaigns aligned with key opportunities.
* Ensure compliance with commercial, financial, legal, and governance elements of contracts.
* Drive accountability for delivering sales metrics and achieving high capture rates.
* Align AECOM’s initiatives with client priorities, focusing on sustainability, resilience, and cutting‑edge solutions.
* Help to build and maintain a diversified pipeline of qualified opportunities, ensuring alignment with business strategy and goals.
* Build trust with client decision‑makers and internal stakeholders, including Client Account Managers (CAMs), Marketing, Bidding, RBLLs, and the Executive Board.
Key Attributes
* External Presence – Strong market and technical knowledge relevant to the opportunity being pursued.
* Internal Presence – Ability to communicate pursuit priorities clearly across market sectors to executive, regional and business line leadership.
* Partnering with Technical, Bidding and Marketing Staff – Guides the team to develop dynamic, compelling, compliant, and persuasive content.
* Client Relationships – Partners with the Client Account Manager (CAM) and other business line representatives.
* Growth – Drives growth through positioning for and capturing key opportunities, including new business and renewal/extension of existing opportunities.
* Impact on AECOM Reputation – Champion for ethical and safe working practices while focusing on ED&I and aligning initiatives with client priorities.
* Innovation – Understands client’s innovation agenda and positions AECOM’s solutions while encouraging ESG and digitalisation.
* Delivery Focus – Demonstrates ability to set a schedule and milestones for short‑, medium‑ and long‑term goals, including reviews, deliverables and ultimate bid/proposal delivery.
* Commercial – Demonstrates good understanding of commercial elements of contracts (financial/pricing, legal/risk and governance).
* Development of People / Mentoring – Coaches and supports team members in building strong relationships within the capture team.
* Displays Aspiring Leadership Behaviours – Encourages diverse, accountable, and inclusive teams leveraging AECOM’s global footprint.
Qualifications
Minimum Requirements:
* Bachelor’s degree and extensive experience, including at a Director/Vice President level.
* At least 6 years of leadership experience in business development strategy and team leadership.
* Proven ability to deliver sales metrics and develop compelling value propositions.
Preferred Qualifications:
* Demonstrated success in winning major pursuits and leading multidisciplinary teams.
* High energy, outgoing, and self‑motivated with consultative sales expertise.
Additional Information
What We Offer: We provide 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.
Location: Flexible/Remote with travel as required.
Status: Full‑time.
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.
Freedom to Grow in a World of Opportunity: You will have the flexibility you need to do your best work with hybrid work options. Whether you’re working from an AECOM office, remote location or at a client site, you will be working in a dynamic environment where your integrity, entrepreneurial spirit and pioneering mindset are championed.
We are a Disability Confident Employer and will offer an interview to applicants who have a disability or long‑term condition, who meet the minimum/essential criteria for the role. Please let us know using this email address ReasonableAccommodations@aecom.com if you would like to apply through the Disability Confident Interview Scheme.
All your information will be kept confidential according to EEO guidelines.
Seniority Level
Director
Employment Type
Full‑time
Job Function
Business Development
Industries
Software Development and IT Services and IT Consulting
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