Account Manager

QinetiQ; Salisbury; On-site; GBP 90,000 - 100,000; Full time

Benefits offered by this job

Car allowance

Bonus

Job summary

QinetiQ in the United Kingdom seeks a senior business development leader to drive growth within the DSTL pipeline. You will prepare the market, nurture opportunities, and hand over qualified opportunities to the Capture team for closure.

You will coordinate with DSTL facing teams, inform strategic development with internal stakeholders, and lead high-value captures and bids while building relationships with MoD senior stakeholders.

Qualifications

• Proven track record in hands-on development and execution of large pipelines (DSTL).
• Experience in winning bids and strategic growth within defence.
• Strong stakeholder management and relationship building.
• Ability to operate in a complex matrix with cross-functional leaders.

Responsibilities

• Drive pipeline growth across a DSTL pipeline and prepare the market opportunities.
• Coordinate with QinetiQ DSTL facing team and wider QinetiQ to inform strategic development.
• Lead strategic captures, bids and proposals for high-value programmes.
• Develop growth strategy across DSTL and identify new market opportunities.
• Engage with senior MoD stakeholders to influence proposal pipelines.

Skills

Stakeholder management

Strategic leadership

Business development

DSTL knowledge

Job description

Salary: £90 - 100k + car allowance + bonus + benefits

Role Purpose

• Drive pipeline growth in important domains across a DSTL pipeline of £3bn over three years. Prepare the market and nurture and create new opportunities. Hands on execution / development of early-stage opportunities, nurturing and developing them to the point that they can be handed over as qualified opportunities to the Capture team. Deliver three
• Coordinate and collaborate across wider QinetiQ DSTL facing team and wider QinetiQ to help inform our own strategic development .ie. skills, capabilities, investment, partnerships to implement these opportunities and maximise our returns from them.
• Ensure coherence in development of these opportunities. Engage across QinetiQ including Client Leads/Capture and Bidding Director/MDs and wider QinetiQ to ensure we are bringing the best we can to bear including through positioning and lily pad deals.
• Support Strategic Captures & Business Development: drive major capture activities, bids and proposals for high-value programmes
• Develop and drive QinetiQ’s Growth Strategy across DSTL.
• Identify, evaluate, and prioritise new market opportunities and adjacent capabilities across DSTL.
• Customer & Market Engagement; build trusted relationships with senior stakeholders across UK Ministry of Defence – primarily in Dstl and extending where appropriate to include MSHQ, StratCom, FLCs, and UKDI at 1* level in order to influence our proposal pipeline with Dstl.

Key Accountabilities

• Customer relationship. Lead step-change increase in time spent deployed onto Dstl customer sites and sharing of relationships and knowledge gained across QinetiQ. Through this approach, enhance customer intimacy, threat intelligence and pipeline growth.
• Stakeholder management: build thorough understanding of the appropriate stakeholder chain, organisational construct and ways of working. Coordinate with Client Management re. engagements (also, in collaboration with Strategic Engagement Director) into this community to ensure alignment of messaging across our business. Identify future market trends and create competitive advantage through deep understanding of customer missions, emerging threats, and technology landscapes.
• Strategic Planning with DSTL facing Integrated Delivery Teams (Business Units): Develop and agree with the Chief Technology Officer and UK Business Development Directors opportunities to deliver the growth plan in near and long term, consistent with the latest company strategy – including designating, establishing and managing the strategic captures within the Strategic Growth portfolio.
• Growth Leadership: provide collaborative leadership and coordination of all QinetiQ engagements across DSTL. Be a leading contributor with the across Growth, demonstrating company best practice and that it follows this routinely in the execution of all Business Winning activities in this area. Support delivery of in-year Dstl sales target and five year pipeline.
• Go to market Strategy: working across internal and external stakeholders develop a coherent Go to market Strategy for major strategic pursuits. This GTM strategy should leverage thorough and in depth understanding of the client’s own strategy, budget and forecasted spend on future procurements.
• Support Development of QinetiQ strategy: engage with Chief Technology Officer, Business Development Directors and relevant Managing Directors to ensure that QinetiQ’s own strategic growth plans are aligned with those of clients and that we are building skills and capacity necessary to execute on that strategy.
• Capture/Bid Management: engage with UK Intelligence and UK Defence Heads of Capture and Bid Management to ensure that approved Capture plans are in place and are being executed for all major opportunities. Ensure that best practice is applied at all times in the execution of these captures through “hands on” leadership of all major Captures.
• Forward planning resourcing: Proactively engage with CTO and Sector BDDs and Operations Lead to ensure that there is a clear forward view of the pipeline and resourcing requirements. Ensure that opportunities can be resourced correctly from a Capture/Bid Management and Delivery perspective and that requirements for technical resource from the business are known and understood.
• Domain Relevance: Relevant experience of winning business with customers and industrial partners across Defence with particular focus on DSTL. Demonstrated success influencing strategic programmes in a wide range of defence science and technology areas such as sensing, directed energy, Cloud platforms, Edge-computing, Data Engineering, Data Science (including AI), decision support, Quantum navigation and assurance.
• Deep customer knowledge and relationships: ability to provide thought leadership to customers in complex domains (spanning the above) and develop compelling QinetiQ propositions to meet deliver on this thought leadership.
• Wider industry relationships: established relationships at executive level and ability to engage at this level to build partnering strategies and detailed understanding of the competitive terrain.
• Growth Leadership: Proven experience in a strategic growth, capture, or business development role within the defence sector, including science, technology or research sales and ideally working with DSTL. Ability to lead teams of business winning professionals across functional boundaries. Ability to operate in a complex matrix structure using influential leadership to bring best of capabilities to bear to enable development of strategic GTM plan, secure pipeline and win complex, competed tenders.
• Business winning. Understanding the defence and security market, including competition, suppliers, customer base and the regulatory environment and winning business (£100M+) contracts with government and industrial customers.
• Account management. Proven experience of managing and enhancing customer relationships and account performance across complex multidisciplinary and multi domain organisations. Willingness to spend 2 days per week deployed to customer sites in addition to QinetiQ site time.
• Applied commerciality. Deep understanding of how to negotiate and embed innovative commercial approaches that drive best value for money for defence and security sector customers

Experience & Qualifications

• Proven track record in hands on development and execution of scale pipeline (up to £1bn) with high conversion rate of orders in year, ideally in DSTL.
• Proven track record in cradle to grave execution of win strategies with demonstrated ability to win competitive tenders (over c£30m).
• Proven track record in the creating business development teams, to enable development and implementation of compelling strategy and winning tender responses.
• Over 10 years’ experience working in Defence and Secure Government environment with particular focus on DSTL
• Established network within this community with strong reputation built upon consistent delivery.
• Proven track record of ability to influence across matrixed internal organisational structure in order to harness wider capabilities in the development and implementation of compelling strategy and winning tender responses.
• Technical background with sufficient knowledge of defence science, technology, research and development. Ability to link technology with client business problems and engage confidently with client/internal technical communities.
• Track record in navigation of complex and multi-disciplinary stakeholder communities within customer organisations. Ability to influence and shape decision making at executive levels within the customer community.
• Established network within other commercial organisations that operate within this market with strong reputation built upon trust and mutual respect.

Why Join QinetiQ?

As we continue to grow into new markets around the world, there’s never been a more exciting time to join QinetiQ. The formula for success is our appetite for innovation and having the courage to take on a wide variety of complex challenges.

As a QinetiQ employee, you’ll experience a unique working environment where teams from different backgrounds, disciplines and experience enjoy collaborating widely and openly as we undertake this exciting and rewarding journey. Through effective teamwork, and pulling together, you’ll get to experience what happens when we all share different perspectives, blend disciplines, and link technologies; constantly discovering new ways of solving complex problems in a diverse and inclusive environment where you can be authentic, feel valued and realise your full potential. Visit our website to read more about our diverse and inclusive workplace culture. www.qinetiq.com/en/careers/life-at-qinetiq

Our Recruitment Process:

We want to make sure that our recruitment process is as inclusive as possible and we aspire to bring out the best in our candidates by creating an environment where everyone feels value, heard and supported. If you have a disability or health condition that may affect your performance in certain assessment types, please speak to your Recruiter about potential reasonable adjustments.

Please note that all applicants for this role must be eligible for SC clearance, as a minimum.

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