Drive digital innovation and AI in leading and executing major pursuits
Develops emerging talent and coaches other managers on training and career progression for their teams
Fosters cross-company collaboration by building strong bonds with work winning teams across AECOM, both regionally and globally
Supports the attraction and retention of key talent
Partners closely with the business (EUR&I Executive, Country Managers, XBL Market Sector Leaders and CAM’s) to drive a highly effective, coordinated approach to winning work
Collaborates with the business line work winning teams to win Tier 2 major pursuits ($20-35m)
Designs and delivers impactful training, coaching, and programmes that elevate work winning capability across the Region
Monitors internal and external trends and identifies new approaches and improvements to support business success
Uses internal networks, CAMs, and other relationships to develop strong external stakeholder connections that strengthen the pipeline for upcoming major pursuits
Embeds a process of capturing client and team bid feedback, celebrating success and sharing best practice and lessons learned to drive continuous improvement
Allocates resources and leads the Major Pursuits team on priority opportunities
Directs strategy and execution for key major pursuits - working with Regional Business Line Leaders, Business Line Strategy and Growth Leads, CAM’s, Capture Managers and Marketing to map decision-makers, uncover client drivers, create compelling value proposition and client centric winning solutions to out-deliver competitors, and position well with our clients before the RFP is released
Directs high-quality bid execution including responses to RFIs/RFQs/RFPs, applying rigorous pursuit processes to ensure speed, efficiency, and full compliance
Builds strong, trusted relationships across the organisation—acting as a strategic partner to business line, sector and country leadership providing challenge and support in equal measure
Leads high performing team of Bid Managers focused on winning Enterprise Critical Pursuits (+$35m)
Builds and models a climate that fosters a culture of innovation, collaboration and calculated risk-taking
Requirements
leadership
commercial acumen
client-facing
bid governance
stakeholder management
strategic
Demonstrated ability to influence without authority, positively challenge thinking, hold capture teams accountable and inspire teams to pursue higher performance standards
Strong commercial acumen with the ability to interpret client needs, assess competitive landscapes, and shape winning value propositions
Ability to operate “front-of-house” with confidence—client-facing, relationship-driven, and credible in senior external engagements
Experience developing and delivering capability-building programmes, training, or coaching related to work winning or business development
Strategic thinker with strong commercial acumen
Skilled communicator—clear, concise, persuasive—with the ability to articulate strategy and complex ideas to clients and internal teams
Comfortable navigating a fast-paced environment, managing competing priorities, and maintaining quality under pressure
Strong negotiation and influencing abilities
Deep understanding of pursuit strategy, client positioning, bid governance, and the end-to-end RFI/RFQ/RFP process, with the ability to drive compliant, compelling, and competitive submissions
Proven track record in leading and winning major project and framework pursuits (+$35m), complex bids, or strategic work-winning initiatives within a large, matrixed organisation
Thinks and acts globally. Collaborates with other stakeholders to drive key business outcomes and implement transformational change
Experience leading multi-disciplinary teams, allocating resources effectively, and coaching others to improve win strategies and outcomes
Collaborate to win: able to connect global expertise to solve client challenges and achieved shared success
Excellent communication and presentation skills
Understands industry, market sector and functional trends, key business drivers and challenges, and the impact on AECOM’s business plan
Exceptional stakeholder management skills, with the ability to build trusted relationships at senior levels across multiple business lines, sector and countries
Excellent leadership and team development skills
This is a leadership position that requires clear thinking, strong strategic skills, the ability to create empathy and rapport with internal colleagues and external clients, and a cooperative ability to constructively engage and assist the business to pursue the EUR&I growth plans
Robust approach to dealing with a multitude of stakeholders
Analytical mindset with a data-driven approach to decision-making
Proven track record in influencing company culture to support embedding client centricity and winning bigger