Senior Campaign Lead NATO

QinetiQ Security & Defence Contractors; Greater London; Hybrid; GBP 85,000 - 105,000; Full time

Job summary

A leading defence consultancy in the UK is looking for a role that focuses on strategic engagement with NATO and international markets. The successful candidate will develop trusted customer relationships, lead capture processes for substantial contracts exceeding £50 million, and drive long-term outcomes in the defence sector. This position requires a solid background in business development within defence, with a minimum of 10 years of experience. The role offers flexible working in a dynamic team environment.

Benefits

Matched contribution pension scheme

Competitive holiday allowance

Health Cash Plan options

Employee discount portal

Volunteering Opportunities

Qualifications

• Must have a track record of leading and winning major international captures.
• Strong ability to influence peers and senior managers.
• Change management experience and excellent communication skills.

Responsibilities

• Develop relationships with key customers.
• Lead end-to-end capture of strategic opportunities.
• Conduct competitive assessments and develop counter-strategies.

Skills

Leadership

Communication

Stakeholder Management

Business Development

Education

10+ years in defence and security sector

Job description

Location: Farnborough or Bristol with occasional UK and international travel

Role Type: Permanent Full Time

Job Ref: 18897

Role Purpose

QinetiQ is a leading science and engineering company operating primarily in the defence security and critical infrastructure markets providing specialist consultancy and services to customers delivering mission critical solutions. QinetiQ applies its unique technical expertise across the product lifecycle helping customers to create test and use defence and security capabilities.

QinetiQ’s focus has largely been on the AUKUS nations but following the recent Strategic Defence Review increased prominence needs to be given to QinetiQ’s position in support of the UK Government to NATO first.

The purpose of this role is to explore substantial roles QinetiQ could play in the NATO and export markets. This could include:

• NATO direct
• NATO countries
• Multi‑national programmes (eg GCAP)

This role is not focused on importing international customers to use the UK’s capabilities (eg LTPA) which will be led by the relevant sector.

Responsibilities

The role requires:

• A comprehensive understanding of how NATO and other countries operate and make decisions.
• Development of close and trusted relationships with key customers to understand their needs and future expectations.
• An ability to articulate compelling business cases to senior QinetiQ executives.

Having made the case for a specific focus (country/offering) and gained endorsement from QinetiQ leadership the role holder will direct the capture and bidding process, assembling an appropriately skilled team and working closely with the relevant sector teams.

This will include:

• Working with the customer community to shape the opportunity.-li>
• Negotiating and building the optimum industrial teaming.
• Developing innovative commercial solutions.

Key Accountabilities

Strategy: Develop and achieve approval from the Growth Leadership Team for your Campaign focus (Capture strategy) including associated Business Development investments. Define win strategies, value propositions, and partnership models that maximise competitive advantage and align with customer mission outcomes.

Customer relationships: Build and maintain relationships at a senior management level and provide support and insight to the Campaign (Capture) to drive the long‑term outcomes in‑year orders and order intake pipeline growth.

Leadership: Demonstrate timely and successful delivery through strong leadership of both a direct and virtual team.

Opportunity Shaping: Influence customer requirements, procurement strategies and acquisition approaches to align with company capabilities and strategic objectives.

Deliver the order intake and order intake pipeline (typically >£50m) in accordance with the expectations stated in the campaign (capture) objectives; focus on both short and long‑term objectives building sustainable revenue and profit.

Capture Leadership: Lead end‑to‑end capture of major strategic opportunities from initial identification through to proposal submission and contract award.

Competitor and Market Intelligence: Conduct thorough competitive assessments and develop counter‑strategies to position the company for success.

Key Capabilities / Knowledge

Leadership of a multi‑functional team (not necessarily with full line‑management responsibility).

Influencing peers, team members and senior managers to make a business case.

Change management; an appetite to disrupt the status quo whilst bringing colleagues on the journey.

Demonstrable excellent communication skills.

Knowledge of how the Governments acquisition systems operate.

Ability to form strong relationships and influence senior customers.

Experience & Qualifications

A track record of leading and winning major international captures in the defence industry.

Business and commercial competence.

Minimum 10 years experience in the defence and security sector.

Internal and external engagement through collaborative approach.

Management of stakeholders across the organisation.

Experience working in or supporting business development, commercial or strategic functions, ideally within the aerospace defence or security sectors.

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.

Benefits

• Matched contribution pension scheme with life assurance
• Competitive holiday allowance with the option to purchase additional days
• Options to join Health Cash Plan, Private Medical Insurance and Dental Insurance
• Employee discount portal: Personal Accident Insurance, Travel Insurance, Restaurants, Cinema Tickets and much more
• We are proud to support the Armed Forces community by honouring the Armed Forces Covenant and maintaining our Gold Award standard in the Defence Employer Recognition Scheme
• Volunteering Opportunities – helping charities and the local community

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 valued, 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.

Many roles in QinetiQ are subject to national security vetting. Applicants who already hold the appropriate level of vetting may be able to transfer it upon appointment. A number of roles are also subject to additional restrictions which mean factors such as nationality or previous nationalities may affect the roles that you can be employed in.

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

UKSV National Security Vetting Solution: guidance for applicants – ()