Vp, Strategic Business Development & Enterprise Pursuits Director

Job Description
Our Transportation Global Business Line (TGBL) business provides the structure, tools, techniques and process to deliver on this vision. By connecting our expertise across services, markets, and geographies, we manage outcome-driven projects that deliver social, economic and environmental value. These include programs of critical national importance in transportation including transit, aviation, surface transportation and goods movement shaping many of the world’s major cities.
In line with our growth strategy, we are currently seeking a Strategic Business Development and Enterprise Pursuits Director, Vice President, to support capturing major new business in our TGBL.
Due to the nature of this role, the location is flexible, however preference will be given to US based professionals, and can be remote / virtual with travel as and when required.
Reporting to the Vice President (VP), Director of Strategic Business Development (Major Programs) TGBL, the successful candidate will direct and support enterprise pursuits and strategic capture management efforts for the TGBL in partnership with our Global and Regional Business Lines. This candidate will develop and maintain business relationships while identifying client needs to advance AECOM’s growth and profitability in the market.
Key requirements of this role include the following:
Win major strategic pursuits as the consultative sales process leader, contributing strategy, business development best practices and sales leadership to drive an integrated growth strategy. Will lead as Enterprise Pursuits Director/Capture Manager on Enterprise level pursuits.
Understand firm-wide capabilities and bring regional and global expertise to pursuits.
Key attributes include:
External Presence - Has strong market, marketing, and technical knowledge, which is relevant to the opportunity being pursued.
Internal Presence - Ability to communicate pursuit priorities clearly across market sectors to executive, regional and business line leadership, to ensure resources are made available and win strategies are supported.
Partnering with Technical and Marketing Staff - Guides technical writers to develop dynamic and compelling content, that is both compliant and compelling/persuasive. Ensures partnership between technical and marketing staff for proposal best practices.
Client Relationships - Partners with the Client Account Manager and other business line representatives (including geo-political positioning).
Growth - Drives growth through the ability to position for and capture key opportunities including both new business opportunities and the renewal/extension of existing opportunities within the account.
Impact on AECOM Reputation - Champion for ethical and safe working practices while focusing on ED&
I endeavors, striving toalign AECOM’s initiatives with those of the client.
Innovation - Understanding client’s innovation agenda, acts as a conduit to position AECOM’s innovative solutions within the specific opportunity while encouraging adoption of key AECOM initiatives such as ESG and digitalization.
Delivery focus - Demonstrated ability to set a schedule and milestones for the opportunity short-, medium- and long-term goals, including reviews, deliverables, and ultimate delivery of the bid/proposal while managing the opportunity budget.
Commercial - Demonstrates good understand of commercial elements of contracts (financial/pricing, legal/risk and governance).
Development of people/ mentoring - Coaches and supports other team members in building strong relationships within the capture team and trains others in AECOM to enhance their capture management skills.
Displays aspirational leadership behaviours - People/Team Developer - Encourages diverse, accountable, and inclusive teams leveraging AECOM’s global footprint to enable individual growth and collective success through trust, autonomy, accountability, and alignment.
Partner with Client Account Managers (CAMs), Marketing and Capture Managers to close new business, drive our sales process, prepare and facilitate presentations, RFQ, RFP, and highly complex proposal responses, including contributing input to commercial proposals.
Assist developing and implementing the TGBL Growth Plan. Work with Global and Business Line Leaders, Regional Business Line Leaders and Client Account Managers (CAMs) to define growth targets and prioritize pursuits.
Coordinate with the overall TGBL Strategy and Growth Leadership
QA/QC, champion and drive the complete life cycle of the sales process.
Support building and maintaining a deep and diversified qualified opportunity pipeline.
Direct discovery, pre-positioning, differentiation, and delivery strategies for major transformative programs with current/prospective clients and internal partners.
Bring discipline and rigor to the Go/No Go process and capture management planning phase.
Work in collaboration with Marketing to develop and execute strategic marketing campaigns that position AECOM around key opportunities.
Lead pursuit team strategy meetings and coach presentation/interview teams in coordination with Marketing.