Capture Management Director at AECOM responsible for driving strategic growth and securing major enterprise - level pursuits. Leading consultative sales processes with a focus on collaboration and operational excellence.
About the role
- Senior Manager, Capture leading proposal and security responses for Foundant’s mission-critical social-good software. Scaling procurement strategy, AI-assisted workflows, and cross-functional pursuit operations.
Responsibilities
- Manage, coach, and develop a team of experienced proposal and security response professionals
- Set team priorities, workload, and quality standards
- Represent the function to sales leadership and the wider revenue organization
- Own the response process from intake and qualification through drafting, review, and submission
- Conduct final quality review before submission
- Own the response calendar, submission logistics, and compliance
- Make go/no-go recommendations
- Build and scale solicitation identification across procurement portals, aggregators, and public sector channels
- Focus team effort on opportunities with the greatest revenue potential and strongest chance of winning
- Partner with sales leadership on pre-solicitation engagement
- Modernize qualification, content management, and review practices
- Design and implement AI-assisted workflows with human review
- Drive adoption of new workflows across the team
- Define function metrics, establish baselines, and report results
- Establish routine win/loss learning practices
- Build relationships and service levels with Sales, Solution Engineering, Professional Services, Security and Compliance, Legal, and Product
- Establish expert contacts and turnaround expectations for each product line
- Reduce late-stage risk by ensuring supporting materials are ready before deadlines
- Design the function's scaling model, including roles, coverage, and capacity
- Build a capacity plan supporting growth across products and geographies
Requirements
- 5+ years in proposal, bid, or capture roles
- At least 2 years managing proposal or bid professionals directly
- Direct experience inside a capture or proposal function using qualification gates, structured reviews, content library governance, and disciplined win/loss analysis
- Track record of running several concurrent pursuits against fixed, unmovable deadlines
- Ability to secure and hold commitments from peer functions not directly managed
- Excellent writing and editing skills
- Fluency with formal procurement mechanics, including RFI, RFP, RFT, question periods, addenda, best and final offers, and portal submission
- United States state, county, or city procurement experience
- Working comfort with SharePoint, Salesforce, and Excel
- Experience coaching experienced individual contributors, including remote and across time zones
- Hands-on experience putting AI to work inside a capture function preferred
- APMP certification or Shipley capture and proposal training preferred
- Domain knowledge in grants management, nonprofit technology, public sector technology, or philanthropy preferred
- Experience with SIG and CAIQ security questionnaires and bid desk/security or GRC functions preferred
- Experience supporting multiple products, particularly a portfolio formed through acquisition, preferred
Benefits
- Competitive salary and benefits
- Tuition reimbursement
- Lifestyle reimbursements
- Bespoke mindfulness and fitness initiatives
- Flexible PTO policy
- Professional and personal development opportunities
- Internal mobility and career growth opportunities
- Autonomy and responsibility
- Employee recognition
- Workplace accommodations throughout the interview and employment process
- Remote-first flexibility
- Physical office hubs and virtual collaboration
Job title
Job type
Experience level
Salary
Not specified
Degree requirement
No Education Requirement
Location requirements
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