Business Development Manager (Defence)

CACI Ltd; Bristol; Hybrid; GBP 50,000 - 80,000; Full time

Job summary

An established industry player is seeking a dynamic Business Development Account Manager to join their Defence team. This role offers the opportunity to leverage your extensive experience in selling software as a service while managing key relationships within the MOD and defence sector. You will play a pivotal role in driving growth through strategic engagement, upselling, and cross-selling initiatives. With a focus on collaboration and innovation, you will be part of a close-knit team dedicated to achieving sustainable success. If you thrive in a fast-paced environment and are passionate about delivering tailored solutions, this is the perfect opportunity for you.

Benefits

Flexi-time

Hybrid working

L&D budget for training

Monthly social events

Matched pension

Health care package

Qualifications

• Experience in a Senior Sales or Business Development role.
• Proven track record of managing relationships with MOD customers.

Responsibilities

• Leading business development activities to secure sustainable business.
• Maintaining stakeholder relationships and expanding client base.

Skills

Business Development

Stakeholder Management

Sales Strategy

Software as a Service (SaaS)

Commercial Negotiation

Client Relationship Management

Coaching and Mentoring

Education

Bachelor's Degree

Tools

CRM Software

Salesforce

Job description

12 December 2024

About Us:

We are the Information Intelligence Group (IIG) of CACI UK, a specialist software consultancy providing new bespoke solutions to solve our customers complex operational problems. Working as part of our Defence team, we are looking for an experienced Business Development Account Manager, with extensive experience of selling software as a service, to play a leading role in our growing team.

At IIG, there’s no such thing as a typical solution – we’re looking for talent that can keep up with our clients’ challenges, and set the pace for new ideation. We value intelligence and fast learners, flexibility and excitement about tackling every new opportunity. Our work is highly collaborative, so friendly relationship builders are vital to our teams.

The Opportunity:

As part of our growth strategy, we are looking for an experienced Business Development Manager to deepen current relationships with our key customer stakeholders and set out a plan to expand into new areas of Defence, selling software as a service.

As the Business Development Manager, you will already have highly successful, well-established relationships with the full variety of the MOD customer base and defence industry partners. You will manage and grow the Defence stream’s influence through consultative engagement, maintain stakeholder relationships and broaden CACI’s reputation and footprint within the sector. Reporting to the Defence Account Director, you will work with a close-knit team dedicated to the Defence stream’s long-standing client base, maintaining positive client relationships to maintain CACI IIG’s position as their partner of choice.

This is a broad ranging and fascinating role which involves sales, leadership, client relationship management, business development and team management skills. You will be part of the Defence Leadership team, working to identify new areas of work and creating an integrated campaign plan to achieve continued and sustainable growth. Typical responsibilities include:

• Leading business development activities to secure sustainable, profitable business, supporting Defence revenue growth, including upselling and cross-selling, identifying new opportunities to grow the defence pipeline with existing and new clients and strategic partners.
• Identification and ownership of key strategic client relationships.
• Proactive shaping and influencing of new opportunities with key customers and partners.
• Working with the Defence Technical Leads and IIG’s Technical Leadership Team to support the development of propositions to take to market, in line with our capabilities, that reflect a deep understanding of the domain and client needs.
• Working with the Account Director & the Bid team to plan and deliver competitive bids, including identification of internal resources and partners needed to deliver a winning bid.
• Responsibility for the commercial aspects of CACI’s proposals to Defence clients, supported by CACI’s legal team as well as Technical Leads.
• Working with the Defence Account Director to provide input into and deliver on the Defence Strategy, Defence Customer Engagement Plan and Defence related Marketing activities.
• Targeting new clients and areas within Defence, supporting short-, medium- and long-term growth objectives related to both the customer and the Defence business.
• Championing further expansion and technical development of our specialist software including Mood, EboK, Acorn, ACE, and other systems into the defence client base, utilising a deep understanding of the domain and client needs.
• Building partnerships with external organisations in line with account goals and managing these partnerships to the benefit of Defence, the partner and client.
• Working closely with Technical and Delivery Leads to identify current and upcoming gaps and ensuring this is fed into forecasting and resource pipeline.
• Responsibility for Business Development input and oversight on the pre-bid, bid, tender and account management processes within the end-to-end capture and sales phases.

Role Location:

CACI work in a hybrid way, from one of our offices across the UK or from home, you decide. For this opportunity, you will be required to make regular visits to our customers who are predominately based in the South West, South, London and the Midlands.

The Fit:

The successful candidate will have previous experience in a Senior Sales or Business Development role, working with MOD customers. You will have experience of:

• Managing, developing and maintaining long-term relationships with influential stakeholders.
• Driving account growth through new business capture and the expansions of offerings to existing customers.
• Selling software as a service.
• Working with a variety of frameworks.
• Leading commercial negotiations across a range of commercial approaches and software delivery methodologies.
• Managing client relationships, ensuring we meet client goals while achieving company commercial objectives.
• Coaching and mentoring junior staff.

Due to the industries we work in, we require the successful candidate to be able to obtain high level security clearance. To qualify for this, you must be a British citizen and have lived permanently in the UK for the last 5 years.

Why work for us?

The Business Development Manager role is an excellent opportunity, and CACI reward their staff well with a competitive salary and impressive benefits package which includes:

• Flexi-time: 37.5 hour weeks to structure how you want.
• Hybrid working: Work from one of our offices or from home - you choose
• L&D: Budget for conferences, training courses and other materials.
• Social: Fantastic culture with monthly social events.
• Future You: Matched pension and health care package.

We offer a great L&D package including 5 days external training, a career coach and guilds to share innovation and learning. We also offer self-directed career progression, that fosters opportunities for success for usand our business.

CACI is proud to be an equal opportunities employer. Embracing the diversity of our people, we are on a journey to build a truly inclusive work environment where no one is treated less favourably due to ethnic origin, gender, religion or belief, sexual orientation, and disability or health condition, actively working to prevent discrimination.

As a Disability Confident employer, we will;

• Provide reasonable adjustments in the recruitment process where requested (contact a member of the recruitment team on 020 7602 6000 to discuss individual requirements further).
• Offer people with health conditions and disabilities, meeting the minimum criteria for a role, an interview.