Head of Global Sales

Are you ready to be part of the future? At QinetiQ, we’re not just imagining tomorrow we are creating it. From cutting edge defence technology to ground breaking innovations our mission is to empower and protect lives. Join us as a Global Head of Q40 Sales, where you will have the opportunity to work with cutting-edge technology in partnership with some of the most brilliant minds. You could be based from a number of QinetiQ's UK sites, this position will involve regular travel and it allows for hybrid working.

Role Purpose

• Delivery of Q40 GNSS Product order intake number globally to meet strategic commitments of the business.
• Business planning for Q40 to support long term strategic planning (Integrated Strategic Plan), and accurate in year forecasting against that strategic plan.
• Development and implementation of a stretching but realisable GTM strategy for the Q40 that is based on tangible data and market opportunity which will realise the long term strategic plan.
• Working with Product Management and engineering teams to ensure realisable product roadmap is in place to enable delivery of this GTM strategy.
• Leadership, mentoring, coaching and ongoing development of the Q40 global product sales team to ensure the necessary skills, capabilities, experience are all in place to deliver the GTM strategy and pipeline execution.
• Ensure coherent and driven sales campaigns are in place and being enacted for each of our key accounts globally.
• Develop high level C-Suite engagement within target accounts in the critical application spaces for the Q40 GNSS receiver product line across the globe.
• Establish an optimal sales channel network that supports the desired orders and sales targets for the Q40 GNSS receiver on a global basis.
• Development and implementation of coherent partnering strategy for the Q40 product line including OEMs, Value Added Resellers, Distributors and Channel Partners as appropriate.
• Ensure alignment of the Q40 GTM strategy and sales channel network through peer level stakeholder engagements and reviews.

Key Accountabilities

• Delivery of order intake number for Q40 product globally to meet planning assumptions.
• Support UKI strategic planning in development of its 5 year ISP in particular through strategic planning for the Q40 product.
• Develop credible, global, pipeline and secure in year orders to meet in year order intake commitments whilst building platform for future growth and delivery of longer term ISP commitments.
• Develop, implement and maintain a credible GTM strategy that will deliver the business’s strategic ambitions in line with ISP.
• Lead the Q40 sales team in execution of this strategy to deliver order intake ambitions of the business.
• You will in time build and mentor a global Q40 sales team and provide direct and “hands on” leadership.
• You will ensure that the team is appropriately resourced, skilled and trained to build and deliver the Q40 GTM strategy.
• Continue to develop and grow this global sales team with a product that is established in the market.
• Proactively engage with the UKI Business Development Director, Product Management and Engineering leads to ensure that there is a clear forward view of the pipeline and associated resourcing/product development requirements.
• In concert with regional sales leads, maintain strong relationships with C-suite within key targets accounts within the Q40 product line.
• Ensuring that their own strategic ambitions are understood and that our product roadmap is aligned with this ambition.
• In concert with regional sales leads maintain strong relationships with leadership teams of PNT offices globally.
• Maintain clear visibility of their programmes/strategy/key suppliers promote the potential for the Q40 GNSS receiver product line whilst ensuring our own road map aligns with the customer’s direction of travel.
• Work collaboratively with wider sales teams to support cross sales team initiatives.
• Ensure that their own performance positively impacts the performance of the wider sales and delivery teams, including coaching and mentoring of the Project Management colleagues to maximise the sales potential through change orders and existing contract plus ups.
• Demonstrate high value selling in all opportunities and activities.
• Accurate forecasting and delivery of target within region (CRM data accuracy).

Key Capabilities/Knowledge

• Sales experience in complex weapons/guided munitions: a strong track record selling into these markets globally.
• Extensive domain knowledge and network across industry and government stakeholder community.
• PNT Regional Domain: A clear understanding of the defence PNT domain space and in particular as applied to situational awareness and guidance requirements within the vehicle systems and complex weapons arena.
• Business Development: Proven track record in building/leading teams to build credible pipeline at scale (i.e. global product sales) with high conversion rate.
• Ability to repeatedly deliver challenging OI targets.
• Strategic thinking: Proven track record in distilling complex/global market dynamics into clear and executable Go-to-Market strategies.
• Ability to work across multiple disciplines and stakeholders to execute that strategy.
• Execution of Win Strategy: Track record of win strategy development and implementation for complex, competed deals at scale (over c£10m).
• Leadership: Ability to lead teams of senior professionals that span business and functional boundaries operating on a global stage.
• Ability to operate in a complex matrix structure using influential leadership to bring best of capabilities to bear to secure pipeline and win complex, competed tenders.
• Customer Focus – Proven track record of building customer trust through ability to understand their perspective and needs, focusing on what will deliver value to them and how the business needs to engage with them and their wider stakeholders.
• Commerciality – Proven commercial acumen in closing product orders which meet customer and business needs/expectations.
• Ability to evaluate issues and situations in terms of what will optimise growth and profitability for QinetiQ over the medium and long-term, taking into account the wider commercial landscape.
• Resilience – Ability to maintain a positive and ‘can do’ approach in difficult situations and over a long period of time; delivers difficult messages constructively when required.
• Collaborates Across Boundaries – Track record in drives and facilitates effective working across organisational boundaries to achieve mutually beneficial outcomes.

Experience & Qualifications

• Strong background of selling into complex weapons/guided munitions market sector globally with strong network of key stakeholders build on respect and trust.
• Ideally, global PNT domain experience in the defence arena with a clear understanding of the application spaces and requirements in the sector.
• Proven track record in hands development and execution of scale pipeline (c£50m) with high conversion rate (over c£25mm) of orders in year.
• Proven track record in cradle to grave execution of win strategies with demonstrated ability to win competitive tenders (over c£5m).
• Proven track record in building, and leadership/mentorship of business development teams working on a global stage in order to enable development and implementation of compelling strategy and winning tender responses.
• Technical background with sufficient knowledge of the key target application spaces for the Q40 Product with a particular focus on the complex weapons and test & evaluation spaces.
• Ability to work within a complex matrix environment, capable of influential leadership across wide stakeholder community to build/implement coherent GTM plans.
• Previous demonstrable experience in a PNT global product or solutions sales role.
• Experience of managing PNT product and technology solution sales through direct and indirect channels.
• Excellent understanding of and ability to apply sales concepts, tools and principles.
• Ability to effectively negotiate at a senior level both internally and externally.
• Skilled at managing relationships and conflicting priorities.
• Strong coaching, facilitation and consultancy skills with a proven track record in team building.

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.

Matched contribution pension scheme, with life assurance

Competitive holiday allowance, with the option to purchase additional days

Compressed working option with Friday afternoons or alternative Fridays off

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

Volunteering Opportunities - helping charities and local community

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.

Many roles in QinetiQ are subject to national security vetting being completed, 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.