Business Development Manager (UK) - Defence sector

Atreides; Großbritannien; Vor Ort; GBP 70.000 - 110.000; Vollzeit

Zusammenfassung

Atreides is seeking a seasoned Business Development Manager to identify, shape and win new business in the Defence sector. You will own a defined territory or set of accounts, build pipeline and lead pursuits from first conversation to contract, working closely with product, engineering, delivery and finance.

You will manage bids and proposals, develop account plans, build trusted relationships with decision-makers, and coordinate cross-functional inputs to deliver compliant, competitive

Qualifikationen

• 6+ years in B2B/B2G sales in Defence or related sectors.
• Proven track record of meeting or beating new-business targets.
• Experience running full sales cycles from prospecting to close.
• Experience leading bids, tenders and proposals.
• Ability to articulate complex product value to customers.

Aufgaben

• Identify, qualify and develop new opportunities across your territory or accounts.
• Build and maintain a healthy pipeline that meets coverage targets.
• Own deals end-to-end from discovery to close and negotiate pricing.
• Deliver against annual new-business and revenue targets.
• Lead bids and coordinate input from technical, product, delivery, legal and finance teams.
• Develop account plans and grow existing accounts.
• Represent Atreides at customer meetings and industry events.

Kenntnisse

Strategic sales

Pipeline management

Relationship building

Negotiation

CRM & forecasting

Tools

CRM systems

Jobbeschreibung

About the role:

As a Business Development Manager, you will find, shape and win new business for Atreides in the Defence sector. You will own a defined territory or set of accounts, build pipeline, and lead pursuits from first conversation to contract.

You will work closely with product, engineering, delivery and finance to put the right offer in front of the right customer.

Key responsibilities

Pipeline and new business

• Identify, qualify and develop new opportunities across your territory or accounts.
• Build and maintain a healthy pipeline that meets your coverage target.
• Own deals end-to-end: discovery, solution shaping, pricing input, negotiation and close.
• Deliver against your annual new-business and revenue targets.

Accounts and relationships

• Build trusted relationships with customer decision-makers, operators and buyers.
• Develop account plans for priority customers and grow existing accounts.
• Understand each customer’s mission, problems and buying process, and shape offers around them.

Bids and proposals

• Lead bids and proposals for your opportunities, working within the GTM bid governance process.
• Prepare qualification and bid / no-bid cases for review by the VP.
• Coordinate input from technical, product, delivery, legal and finance teams to deliver compliant, competitive submissions on time.
• Contribute to win / loss reviews and share lessons with the team.

Partners and market presence

• Identify and develop partner, channel and teaming relationships that strengthen your pursuits.
• Represent Atreides at customer meetings, industry events and conferences.
• Feed market, competitor and customer insight back to the VP and product teams.

Forecasting and reporting

• Keep CRM records accurate and up to date.
• Provide reliable weekly pipeline updates and quarterly forecasts.
• Track and report on your agreed GTM metrics.

Team contribution

• Work with team members to share accounts, insight and best practice.
• Support leadership in shaping the global GTM strategy and annual plan.
• Ensure a clean handover from win to delivery, with clear commitments to the customer.

Experience and qualifications

Essential

• 6+ years in business development or complex B2B/B2G sales in the Defence sector.
• A track record of consistently meeting or beating new-business targets.
• Experience running full sales cycles for high-value solutions, from prospecting to close.
• Hands-on experience writing or leading bids, tenders and proposals.
• Ability to understand technical products and explain their value in the customer’s terms.
• Strong negotiation, written and verbal communication skills.
• Disciplined use of CRM and forecasting.

Desirable

• Experience in Atreides’ core sectors, e.g. data, Defence and security, or technology
• An existing network in your target territory or sector.
• Experience with partner, channel or teaming-agreement routes to market.

What we look for

• Driven. Hungry to win, and owns their number.
• Customer-led. Listens first, and builds offers around the customer’s mission.
• Structured. Plans accounts and pursuits with discipline, and keeps the pipeline honest.
• Collaborative. Works across teams and with fellow BD Managers to win as one.
• Resilient. Stays calm and focused through long sales cycles and setbacks.
• Curious. Keeps learning about the market, the competition and our products.