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Alternative Delivery Market Lead
AECOMDallas, USASenior12+ years
Apply 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 AECOM is seeking an Alternative Delivery Market Lead to join our Austin, TX, Dallas, TX, or Denver, Colorado office. OurAlternative Delivery Practice connects our Design-Build expertise across services, markets, and geographies to manage outcome-driven projects that deliver social, economic and environmental value. The Practice focuses on the detailed design on these types of projects, with contractors being the primary clientele. The projects stem from programs of critical national importance in water and transportation, including major water/wastewater; transit; aviation; and surface transportation projects shaping many of North America’s major cities. In line with our growth strategy, we are currently seeking anAlternative Delivery Market Lead, Vice President, to support capturing major new business within our Alternative Delivery Practice. 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 Senior Vice President (SVP), North American Alternative Delivery Market Executive, the successful candidate will direct and support strategic capture management efforts within the North American Alternative Delivery market 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:
- Understand the various types of procurement models developing within the North American Alternative Delivery markets across multiple sectors with tasks to develop communication strategies between both agencies, contractor clients, and internal resources related to these models.
- Understand firm-wide capabilities and bring regional and global expertise to pursuits.
- 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.
- Partner with internal Client Account Managers (CAMs), Marketing and Capture Managers to close new business, drive our sales process, prepare and facilitate presentations, including contributing input to commercial proposals.
- Assist developing and implementing the Business Line Growth Plans. Work with internal Global and Business Line Leaders, Regional Business Line Leaders and Client Account Managers (CAMs) to define growth targets and prioritize pursuits.
- Coordinate with internal Legal and Commercial leadership as the interface with external contractor parters in developing project agreement terms & conditions.
- 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.
- 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 and agency CAMs to develop dynamic and compelling content, that is both compliant and compelling/persuasive. Ensures partnership between technical and marketing staff for proposal best practices.
- 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.
- 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 behaviors - 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.
- BA/BS + 12 years of relevant experience or demonstrated equivalency of experience and/or education, including 4 years of leadership.
- 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.
- Professional Engineer license or equivalent type of experience working in a contracting environment.
- 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.