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

• 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.

The Person 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. If you're motivated by the opportunity to develop innovative solutions, contribute to meaningful outcomes and help shape the future of Defence capability, we welcome your application.

Frazer-Nash is a leading systems, engineering and technology company. We help organisations deliver innovative engineering and technology solutions to make lives safe, secure, sustainable, and affordable. With over 1000 employees, we work from a network of nine UK and four Australian locations. Our people apply their expertise to develop, enhance and protect our clients' critical assets, systems and processes. We use our skills and talents to ensure a sustainable future for society. Our work helps deliver a safe and secure world, where natural resources are conserved, and clean energy is available to all. And we focus on actions to reduce climate change; supporting rapid and far-reaching transformations in the delivery of energy, security, industry, and transport.

At the heart of our business are a set of self-defined core values. These are part of our DNA and we’re committed to upholding them – internally as part of our Frazer-Nash family; in the way we work with our customers; and when we engage with the wider world.

• We care
  • At Frazer-Nash, we care about each other; always looking to collaborate and see things from the other person’s point of view
  • We offer mutual support, learn from one another, and work as a team to deliver the best results
  • Everyone has a voice, and we all make the time to listen
  • We will work with openness and collaborate effectively – thinking about our clients and our people, and responding to their needs
  • We care about the difference we make to the wider world.
• We are trusted
  • Effective collaboration is founded upon trust. We earn the trust of our customers and colleagues by delivering on the commitments we have made to them.
• We deliver success
  • We deliver value and success to our customers and to our business. We continually strive to be the best at what we do.
• We want to do things that matter
  • We seek out interesting and satisfying work that helps makes a difference in society
  • We use our expertise to provide trusted, impartial professional advice to our clients
  • By making a difference to today, we benefit the world of tomorrow – so we can all go home each day knowing that we’ve done something that really mattered.