AECOM Head of Virtual Major Pursuits Studio, Americas (Sr. Manager or Director) in Arlington, Virginia
At AECOM, we’re delivering a better world.
We believe infrastructure creates opportunity for everyone. Whether it’s improving your commute, keeping the lights on, providing access to clean water or transforming skylines, our work helps people and communities thrive.
Our clients trust us to bring together the best people, ideas, technical expertise and digital solutions to our work in transportation, buildings, water, the environment and new energy. We’re one global team – 47,000 strong – driven by a common purpose to deliver a better world.
AECOM is Looking for Head of Virtual Major Pursuits Studio, Americas (Sr. Manager or Director). This role is flexible for remote/virtual work schedules and can be based from anywhere in the United States.
As Head of the virtual Major Pursuits Studio, Americas, this leadership role is responsible for driving best practice and leading Enterprise Critical and major pursuits in collaboration with the CSO team, GBL strategy and growth leads, Capture Managers, Global Business Line Major Pursuit leads, and the marketing leads for the West, East and Canada regions, working from the qualified pipeline on those opportunities that will make the greatest impact to NSR and EBITA growth.
The individual will have a target win rate of 50% by project value, prioritized to those opportunities that will make the greatest difference towards the agreed Americas NSR and GSR sales targets, and an increase in backlog in line with these targets.
The individual leads a team of major pursuits proposal managers from across the regions in the Americas who will work together to form the Americas Major Pursuit Studio, develop proposal strategy in partnership with capture managers, execute proposals, and drive a winning culture, in support of strategic growth plans of the GBLs and regions in the Americas.
This role reports to the CMO and interfaces with Americas Regional Marketing leaders, the global strategic marketing team, global business line and regional strategy and growth officers, CAMs, and our joint venture partners. The role involves direct interaction with GBL Chief Executives and strategy and growth leads, the Americas regional growth leaders, capture managers and the regional marketing leaders, and other key AECOM stakeholders in the pursuit/capture of business. This individual will drive the approach and process for the Americas Major Pursuits. It is not a “backstage” role to do with the mechanics of bid production. Thinking on Major Pursuits needs to link to operational delivery models to ensure that ‘we bid as we will deliver’ aligning with the growth strategy to win the most critical opportunities for AECOM
The role needs to create impact in the way it is carried out, so that improvements in how we approach Major Pursuits makes a difference across the Americas region.
Acts as an exemplar for marketing and proposal management.
Balance strategy and discipline to achieve an improvement in win rate, measured by YoY growth.
Become a strategic partner to the Global Business Lines, Strategy and Growth leads, Americas regional marketing leaders, and capture managers on Enterprise Critical and Tier 2 pursuits , challenging and supporting in equal measure.
Conducts regular meetings with the CMO, S&G leads of the GBLs and regions to ensure alignment, resourcing, strategy and pre-positioning.
Collaborates regularly with AME marketing leads of the East, West, Canada and National Governments teams
Highlights any issues with enterprise critical and Tier 2 major pursuits during the pursuit process.
Works with the AME marketing leads and global strategic marketing team to manage and deploy the best marketing resources to ensure the pre-positioning, capture and to support priority opportunities, including pursuit strategizing, governance and development of proposal and interview activities to improve the win rate.
Directly leads and supports the creation and execution of pursuit strategies on certain key pursuits, working in partnership with the capture manager and CAM to drive a winning strategy, to work out what the client really wants, who the key decision-makers are, how to deliver better than the competition can and how to express this clearly and well.
Encourages cross-regional working by building strong relationships with Major Pursuit teams across AECOM.
Performs and promotes the leadership behaviors that are aligned to our AECOM core values.
Finds opportunities to assist and encourage development of skills, as well as looking for self-development in the conduct of the role.
Business goals (Performance):
This position has the following primary business goals:
Achievement of a target win rate of 50%, by project value, prioritized to those opportunities that will make the greatest difference towards the agreed NSR and GSR targets, and an increase in backlog in line with these targets.
Continued roll-out, development and implementation of the major pursuit best practice, across the team, as well as the underlying thinking and behaviors required to implement.
This is a leadership position that requires clear thinking, strong strategic skills, the ability to collaborate and develop a rapport with internal colleagues and external clients, and a cooperative ability to constructively engage and assist the business to grow the business.
For Sr. Manager:
- BA/BS plus at least 10 years of relevant experience within the infrastructure industry or demonstrated equivalency of experience and/or education including at least 2 years of leadership experience
- BA/BS plus at least 12 years of relevant experience within the infrastructure industry or demonstrated equivalency of experience and/or education including at least 4 years of leadership experience
As well as:
- Strong track record in the implementation and execution of work winning methods, and developing winning in a multi-geography, multi-market, multi-discipline enterprise.
Due to the remote nature of this position, relocation assistance is not available
Sponsorship for US work authorization is not available for this position.
Here, you will have freedom to grow in a world of opportunity.
We will give you the flexibility you need to do your best work. Whether you’re working from an AECOM office, remote location or at a client site, you will be working in a dynamic environment where your integrity, entrepreneurial spirit and pioneering mindset are championed.
With infrastructure investment accelerating worldwide, our services are in great demand, and there’s never been a better time to be at AECOM! Join us, and you’ll get all the benefits of being a part of a global, publicly traded firm – access to industry-leading technology and thinking and transformational work with big impact and work flexibility.
We will encourage you to grow and develop your career with us through our technical and professional development programs and diverse career opportunities. We believe in leadership at all levels. No matter where you sit in the organization you can make a lasting impact on the projects you work on, the teams and committees you join and our business.
AECOM provides a wide array of compensation and benefits programs to meet the diverse needs of our employees and their families. We also provide a robust global well-being program. We’re the world’s trusted global infrastructure firm, and we’re in this together – your growth and success are ours too.
As an Equal Opportunity Employer, we believe in each person’s potential, and we’ll help you reach yours.
Join us and let’s get started.
Business Line: Corporate
Business Group: Corporate
Strategic Business Unit: Office of the CEO
Career Area: Business Development