AECOM VP, Strategic Business Development and Enterprise Pursuits Director in Phoenix, Arizona
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.
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 with hybrid work options. 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.
You will help us foster a culture of equity, diversity and inclusion – a safe and respectful workplace, where we invite everyone to bring their whole selves to work using their unique talents, backgrounds and expertise to create transformational outcomes for our clients.
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.
We offer competitive pay and benefits, well-being programs to support you and your family, and the development resources you need to advance your career.
When you join us, you will connect and collaborate with a global network of experts – planners, designers, engineers, scientists, consultants, program and construction managers – leading the change toward a more sustainable and equitable future. Join us and let’s get started.
In line with our growth strategy, we are currently seeking a VP, Strategic Business Development and Enterprise Pursuits Director to support capturing major new business in our Transportation Global Business Line.
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 (Transportation Global Business Line), 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.
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.
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 to align 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.
Bachelor's degree plus 12+ years of extensive relevant experience, including at a Director / Vice President Level, or demonstrated equivalency of experience and/or education, and at least 4 years of leadership experience.
Experience must demonstrate sales production metrics, demonstrated skills in business development strategy, team leadership, client discovery and development of compelling value propositions that meet client’s needs.
The candidate should demonstrate a proven track record of sales production, specifically the winning of major enterprise level pursuits.
They should also be high energy, outgoing and self-motivated with a track record of winning major pursuits, capturing new business, and driving integrated multidiscipline teams through a consultative sales process with Major and/or Global clients.
- Due to the partial remote/virtual nature of this position, relocation assistance is not available.
Due to the partial remote/virtual nature of this position, relocation assistance is not available.
Sponsorship for US Employment Authorization is not available for this position
Travel is required for this position.
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.
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: Transportation
Business Group: DCS
Strategic Business Unit: Global Business Lines
Career Area: Business Development
Work Location Model: Remote