Business Development Manager (Defence)

Ref: ZR_6858_JOB  ·  Posted on 13 May 2022


You will work 3 days at home and 2 days in the office.

This role sits within a recently merged new business unit

Do you have a depth of experience with direct sales into the Defence market?

Our client is going through a fantastic period of growth, get in touch now to be part of their journey!

Our client is currently recruiting a for sales professional within its newly merged Business Unit, with experience of selling technology solutions in Defence and Security markets. This is an exciting opportunity to make a big impact in a fast growing part of the business

Working closely with other Business Units, you will be selling their portfolio of technology services into the international Defence and Security markets; applying their world leading technologies and capabilities in intelligent sensing, autonomous systems machine vision, data science, AI & machine learning, and cyber resilience, to solve complex client challenges

Our client is a highly respected world-class organisation with strong existing clients in the UK private & public sector, and is growing fast. You will take the lead in creating and implementing a sales and partner development strategy to deliver further growth for the business unit.

Key responsibilities
  • Development, implementation and execution of sales growth strategies through direct and partner sales campaigns
  • Identifying, building and effectively managing a number of new & existing key clients to maximise both revenue and customer value
  • Managing direct and partner sales/bids/quotes in line with company governance process
  • Managing and influencing direct client and partner requirements and expectations
  • Manage sales and engineering interactions with partners and clients to sell the company’s services effectively, ensure successful bids and resolve any customer issues
  • Leading bids and engineering pre-sales teams to generate winning proposals to secure new business
  • Achieving/exceeding allocated order targets and associated revenue targets
  • Accurate pipeline management, forecasting and budgeting
  • Provision of market intelligence to support, feed and actively contribute to the company CRM ecosystem
  • Contribute to the development and delivery of the business unit strategy
  • Work with marketing to develop lead generation and increasing brand awareness strategies
  • Development of compelling client propositions that meet client/market needs
Skills & experience
  • Essential - demonstrable experience in direct sales of research and development activities, technical solutions & services and emerging products in the Defence market; an understanding of the ISTAR domain is highly desirable
  • Experience in the National Security market is desirable but not essential
  • Experience in one or more of the following markets is desirable but not essential – Law Enforcement, Central Government, 4CNI, Healthcare, Telecommunications
  • Expert at developing new strong client relationships at a senior levels and supporting this with detailed account development strategies and plans to increase sales volumes
  • A good understanding of autonomous systems and intelligent sensing technology is essential
  • An understanding of machine vision, AI/ML, data science, and cyber resilience technology is also desirable
  • Entrepreneurial mind-set with a well-rounded knowledge of direct and partner sales strategy and a drive to succeed
  • Ability to quickly understand business and market challenges from the clients perspective and provide innovative solutions to meet these challenges, talking in the client’s language
  • Proven ability to quickly and effectively qualify opportunities and convert to orders
  • Good experience of planning and delivering winning bids in short timescales, acting as the voice of the customer
  • Exceptional verbal and written communication and negotiating skills, including the ability to present to senior management/executives, providing clarity in a complex environment.
  • The ability to be effective in both local and remote matrix team leadership - taking the team with you
  • Strong analytical skills
  • Willingness to travel and on occasion stay away from home

Our client is committed to a policy of Equal Opportunity, Diversity and Inclusion. Their working environment is friendly, innovative and inclusive.  They can accommodate flexible working arrangements, and support a diverse work-force and those with additional needs.

If you do not hold an active SC clearance, please familiarise yourself with the vetting process before applying.

Additional benefits
  • Flexi Leave and Flexi Time Scheme
  • Annual Holiday
  • Flexible Benefits
  • Sickness Benefit
  • Business Performance Related Bonus
  • Share Save Plan
  • Pension scheme


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