Director - Business Development and Capture Management

Job description

Company Description 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. Job Description We are seeking a Director of Business Development and Capture Management to join our organization in Dubai, United Arab Emirates. In this strategic leadership role, you will drive business growth through the identification, pursuit, and successful capture of high-value opportunities. You will lead cross-functional teams to develop compelling proposals, manage complex sales pipelines, and build lasting relationships with key stakeholders in the region. Talent Developer Encourages diverse and inclusive collaboration leveraging AECOM’s global footprint to enable individual growth and collective success through trust, autonomy, accountability, and alignment. When developing others: Builds a pursuit team and succession plan for capture management at AECOM. Connects the pursuit team to AECOM bid strategies and ensures our current and potential clients get the best AECOM experience for every pursuit. Coaches and supports other team members in building strong relationships across the organization. Actively supports the attraction and retention of capture management talent. Facilitates the growth and success of AECOM’s next generation of leaders by providing opportunities to develop, such as cross border/business line experiences. Has experience with building internal AECOM teams combined with external teams to position us to win. Highly Accountable Delivers results and leads others to do the same; effectively managing risk to lead through change and ambiguity advancing AECOM’s vision, purpose and strategies. When focused on delivery: Accountable for AECOMs ECP success in partnership with regional leadership Implements best pursuit practices in partnership with business line leadership to ensure high quality, technical excellence and a consistent client service experience. Identifies areas of high risk and pro-actively takes actions to positively impact outcomes and remediate risk. Demonstrated ability to set short and medium- term goals and strategies for the pursuit teams to align with the AECOM and client needs. Proposes skill development approaches and workforce planning to deliver capabilities for the future. Understands AECOM risk profile and leads preparation for Price, Risk and Contract Reviews. Demonstrates good understanding of commercial elements of contracts and how to price for strategy to win (financial/pricing, legal/risk and governance). Has extensive knowledge of AECOM’s capabilities and who to connect with globally within the Business Line. Industry Standout Establishes self as a strategic, collaborative leader and in areas of expertise in field, market or with clients. When representing AECOM externally: Is recognized by clients as a leader within AECOM able to drive change. Has in depth market and technical knowledge. Demonstrates an external presence in the market. May be an active participant in industry groups When representing AECOM internally: Demonstrates the ability to influence leadership to ensure bid opportunities are prioritized. Works with Regional Business Line and Market Sector Leaders to identify new business opportunities and propose solutions to address them When inspiring innovation: Identifies long-term and disruptive trends in their area of expertise. Drives client adoption of key AECOM initiatives such as ESG and digitalization. Partners with clients to respond to their innovation agenda. Client Builder Has a deep understanding of client priorities and is client-focused, connects team to their vision, ensuring they provide the best AECOM experience every time. When building client/stakeholder relationships: Is AECOM’s pursuit lead for ECPs. Has developed strong relationships with critical stakeholders. Able to build consensus to change client expectations in challenging situations. When building AECOM’s reputation: Champions for ethical and safe working practices. Integrates AECOM and client values to positively impact AECOM’s wider reputation. Demonstrates strong leadership attributes that provide role modelling for others When executing our growth strategy: Drives growth in potential project pipeline. Leads the capture of significant new business opportunities and the renewal/extension of existing large-scale agreements. Has a relationship with key client suppliers and partner organizations. Liaises with Market Sector and Regional teams to identify growth opportunities.. When focused on our commercial business: Demonstrates strong commercial acumen. Collaborates across Regions and business lines to build consensus on commercial terms. Qualifications 20 + years of progressive business development experience, with at least 10 years in a leadership or management capacity Proven expertise in capture management and proposal development for complex, enterprise-level opportunities Demonstrated success in building and managing high-performing teams Strong understanding of sales methodologies, pipeline management, and forecasting Excellent strategic thinking and analytical skills with the ability to assess market opportunities Exceptional communication, presentation, and negotiation skills Proficiency with CRM systems and business development tools Experience managing P&L and driving revenue growth Ability to work effectively in a fast-paced, dynamic environment Experience in government technology sectors Knowledge of Middle East market dynamics and business practices Familiarity with bid management software and proposal automation tools Track record of successfully closing large, complex deals Experience with strategic account management and customer relationship development Additional Information 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 proud to offer comprehensive benefits to meet the diverse needs of our employees. Depending on your employment status, AECOM benefits may include medical, dental, vision, life, AD&D, disability benefits, paid time off, leaves of absences, voluntary benefits, perks, flexible work options, well-being resources, employee assistance program, business travel insurance, service recognition awards, retirement savings plan, and employee stock purchase plan. AECOM is the global infrastructure leader, committed to delivering a better world. As a trusted professional services firm powered by deep technical abilities, we solve our clients’ complex challenges in water, environment, energy, transportation and buildings. Our teams partner with public- and private-sector clients to create innovative, sustainable and resilient solutions throughout the project lifecycle – from advisory, planning, design and engineering to program and construction management. AECOM is a Fortune 500 firm that had revenue of $16.1 billion in fiscal year 2025. Learn more at aecom.com. What makes AECOM a great place to work You will be part of a global team that champions your growth and career ambitions. Work on groundbreaking projects - both in your local community and on a global scale - that are transforming our industry and shaping the future. With cutting-edge technology and a network of experts, you’ll have the resources to make a real impact. Our award-winning training and development programs are designed to expand your technical expertise and leadership skills, helping you build the career you’ve always envisioned. Here, you’ll find a welcoming workplace built on respect, collaboration and community - where you have the freedom to grow in a world of opportunity. As an Equal Opportunity Employer, we believe in your potential and are here to help you achieve it. All your information will be kept confidential according to EEO guidelines.