Director of Business Development and Capture Management

Dubai

June 11, 2026

Application ends: September 9, 2026

Job Description

REQUIREMENTS

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 Customer Relationship Management systems and business development tools
Experience managing profit and loss 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

RESPONSIBILITIES

Build a pursuit team and succession plan for capture management at our clients.
Connect the pursuit team to our clients bid strategies and ensure our current and potential clients get the best of our clients 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 our clients next generation of leaders by providing opportunities to develop, such as cross border/business line experiences.
Has experience with building our clients internal teams combined with external teams to position us to win.
Delivers results and leads others to do the same; effectively managing risk to lead through change and ambiguity advancing our clients vision, purpose and strategies.
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 our client and client needs.
Proposes skill development approaches and workforce planning to deliver capabilities for the future.
Understands our clients 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 our clients capabilities and who to connect with globally within the Business Line.
Has in depth market and technical knowledge.
Demonstrates an external presence in the market.
May be an active participant in industry groups
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
Identifies long-term and disruptive trends in their area of expertise.
Drives client adoption of key our clients initiatives such as ESG and digitalization.
Partners with clients to respond to their innovation agenda.
Is our clients pursuit lead for ECPs.
Has developed strong relationships with critical stakeholders.
Able to build consensus to change client expectations in challenging situations.
Champions for ethical and safe working practices.
Integrates our client and client values to positively impact our clients wider reputation.
Demonstrates strong leadership attributes that provide role modelling for others
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.
Demonstrates strong commercial acumen.
Collaborates across Regions and business lines to build consensus on commercial terms.