Defence & Security Value Proposition Manager

Frazer-Nash Consultancy; Irlam; Hybrid; GBP 90,000 - 110,000; Full time

Job summary

Frazer-Nash Consultancy is seeking an experienced Defence & Security Value Proposition Manager to lead development and deployment of innovative value propositions across the UK Defence sector. This high-profile role combines business development, strategic growth, and senior client engagement to deliver measurable outcomes.

You will shape long-term strategies, identify opportunities, manage proposition development from concept to scalable offerings, and build trusted relationships with senior

Qualifications

• Senior-level business development and sales experience in Defence & Security.
• Experience shaping and commercialising value propositions.
• Proven ability to win complex high-value opportunities.
• Strong risk management and pipeline forecasting knowledge.
• Ability to engage senior clients and stakeholders.

Responsibilities

• Develop and scale value propositions across markets.
• Lead strategic growth and roadmaps for Defence & Security.
• Shape complex opportunities, bids and proposals.
• Build senior stakeholder relationships and partnerships.
• Oversee delivery of differentiated client solutions.

Skills

Strategic thinking

Commercial acumen

Stakeholder management

Leadership

Defence sector knowledge

Client engagement

Opportunity shaping

Job description

Defence & Security Value Proposition Manager

Salary range: £90,000 to £110,000 per annum + Comprehensive benefits
Location: We would consider any Frazer-Nash office for the right candidate.
Working Pattern: We operate a flexible hybrid working pattern at Frazer-Nash, with time split between the office, client sites and working from home.
Closing date: 7th September

Advance the Future of Defence & Security

We are looking for an experienced and commercially minded Defence & Security Value Proposition Manager to oversee the development, growth and deployment of innovative value propositions that help solve some of the UK Defence sector's most complex challenges.

This is a high-profile leadership role where you will combine business development, strategic growth, proposition leadership and client engagement to deliver high-quality outcomes for both our clients and our business.

Working across multiple markets, customers and service offerings, you will be responsible for developing and scaling value propositions, identifying future growth opportunities, building senior stakeholder relationships and enabling sustainable business growth.

Current Focus Areas Include

• Mission Partner


• Rapid Certification


• Robotic Autonomous Systems (RAS)

As our Defence & Security Value Proposition Manager, you will play a pivotal role in supporting future growth by creating differentiated client solutions, developing strategic opportunities, and positioning the business as a trusted partner across the Defence landscape.

What You'll Be Doing

Shape Strategic Growth

• Develop and deliver long-term strategies and roadmaps for Defence & Security value propositions.


• Identify emerging market opportunities, customer needs and future capability requirements.


• Manage proposition development from concept through to scalable, repeatable service offerings.


• Develop compelling value propositions that create measurable client value and competitive differentiation.

Advance Business Development and Sales

• Shape and support complex opportunities, bids and proposals.


• Work closely with Business Development Managers, Client Directors and senior stakeholders to secure profitable growth.


• Maintain visibility of proposition-led opportunities and support pipeline forecasting and business planning.


• Identify and develop future value proposition opportunities across the Defence market.

Build Influential Client Relationships

• Develop trusted relationships with senior clients, partners, government stakeholders and industry influencers.


• Establish a deep understanding of customer priorities, challenges and strategic objectives.


• Represent the organisation at industry events, forums and customer engagements.


• Act as a trusted adviser to key stakeholders and decision-makers.

Provide Commercial Leadership

• Support business growth through sound commercial judgement and risk management.


• Contribute to opportunity qualification, bid governance and commercial decision-making.


• Ensure robust pipeline forecasting and growth planning.


• Support the development of commercial strategies that promote sustainable profitability.

Enable Delivery Excellence

• Provide strategic oversight of programmes, projects and transformation initiatives linked to value propositions.


• Ensure delivery outcomes support customer objectives and long-term goals.


• Collaborate with technical, capability and delivery teams to create integrated client solutions.


• Capture lessons learned and continuously improve proposition effectiveness.

Guide Through Collaboration

• Lead and develop a team of Value Proposition Owners.


• Encourage collaboration across business development, technical and delivery communities.


• Champion proposition-led thinking across the organisation.


• Engage senior stakeholders across a complex matrix environment to deliver shared objectives.

What We're Looking For

We're interested in speaking with candidates who combine strategic thinking, commercial acumen and deep Defence sector understanding.

Experience

• Significant senior‑level Business Development and Sales experience delivering growth, ideally in the Defence & Security sector


• Experience developing, scaling and commercialising value propositions, strategic growth initiatives or mission‑led capabilities, preferably within a Consultancy environment


• Demonstrable experience in shaping and securing complex, high‑value opportunities.


• Solid understanding of commercial strategy, risk management and pipeline forecasting.


• Experience building and maintaining senior client relationships.


• Demonstrated ability to engage stakeholders across multiple functions and organisational boundaries.


• Experience leading groups and cultivating a collaborative, results‑oriented environment.

You Are

• A strategic and forward‑thinking leader.


• Commercially aware with sound business judgement.


• Highly credible with senior customers and stakeholders.


• An effective relationship builder and trusted adviser.


• Comfortable operating in complex, changing environments.


• Committed to delivering meaningful value for clients and supporting business growth.


• Able to connect business development, technical knowledge and delivery excellence to create sustainable market growth.

Why Join Us?

This is an opportunity to oversee strategic growth priorities within a highly respected organisation operating at the forefront of Defence & Security.

This role gives you the freedom to define future propositions, connect with senior decision-makers, develop long‑term client partnerships, and contribute meaningfully to the company's next phase of growth.