Head of Major Pursuits

Description

• 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

• 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

Benefits

Training + Development

Interview process

Visa Sponsorship

Security clearance