Job Title: Account Manager (UKDI) Global Grade: GG14Location: LondonRole Type: Permanent – Full TimeRole ID: 20667Salary: Up to 90k depending on experienceRole PurposeDrive pipeline growth in strategically important domains for UK Innovation (e.g. autonomy, quantum). Hands on execution/development of early-stage opportunities, nurturing and developing them to the point that they can be handed over as qualified opportunities to the Capture team. Coordinate and collaborate across wider QinetiQ UKDI and UKRI facing team and wider QinetiQ to help inform our own strategic development .Ensure coherence in development of these opportunities. Engage across QinetiQ including Client Leads/Capture and Bidding Director/MDs and wider QinetiQ to ensure we are bringing the best we can to bear including through positioning and "lily pad" deals. Support Strategic Captures & Business Development: drive major capture activities, bids and proposals for high-value programmesDevelop and drive QinetiQ's Growth Strategy across UKDI and UKRI.build trusted relationships with senior stakeholders across UK Ministry of Defence – primarily in UKDI and extending where appropriate to include MSHQ, StratCom, FLCs, DE&S, Defence Digital, and Dstl at 1* level in order to influence our orders pipeline with UKDI and UKRI.Through this approach, enhance customer intimacy, threat intelligence and pipeline growth. Stakeholder management: build thorough understanding of the appropriate stakeholder chain, organisational construct and ways of working. Coordinate engagements (also, in collaboration with Strategic Engagement Director) into this community to ensure alignment of messaging across our business. Strategic Planning with UKDI-facing Integrated Delivery Teams (Business Units); Develop and agree with the Chief Technology Officer and UK Business Development Directors opportunities to deliver the growth plan in near and long term, consistent with the latest company strategy – including designating, establishing and managing the strategic captures within the Strategic Growth portfolio. Accountable for supporting in-year Dstl sales target and five year pipeline. Support Development of QinetiQ strategy: engage with Chief Technology Officer, Business Development Directors and relevant Managing Directors to ensure that QinetiQ's own strategic growth plans are aligned with those of clients and that we are building skills and capacity necessary to execute on that strategy. Capture/Bid Management: engage with UK Intelligence and UK Defence Heads of Capture and Bid Management to ensure that approved Capture plans are in place and are being executed for all major opportunities being executed across QinetiQ. Forward planning resourcing: Ensure that opportunities can be resourced correctly from a Capture/Bid Management and Delivery perspective and that requirements for technical resource from the business are known and understood. Collaborate with Chief Technology Officer to create and leverage alignment between customer- and internally- funded research and development. Demonstrate leadership in the usage of SAP C4C CRM. Feedback to Group Business Winning Excellence any areas of potential improvements/refinements in best practice or training based upon experience within the Sector of Capture execution. Compliance: Ensure all business winning activities are conducted in full compliance to Group business winning policies and procedures. Ensure that Group policies relating to Ethical Trading Policy, Exports and the appointment and use of third-party Commercial Intermediaries are fully complied with. Relevant experience of winning business with customers and industrial partners across Defence with particular focus on UKDI. Demonstrated success influencing strategic programmes in a wide range of defence science and technology areas such as autonomy, sensing, directed energy, Cloud platforms, Edge-computing, Data Engineering, Data Science (including AI), decision support, Quantum navigation and assurance. Deep customer knowledge and relationships: ability to provide thought leadership to customers in complex domains (spanning the above) and develop compelling QinetiQ propositions to meet deliver on this thought leadership. Wider industry relationships: established relationships at executive level and ability to engage at this level to build partnering strategies and detailed understanding of the competitive terrain. Growth Leadership: Proven experience in a strategic growth, capture, or business development role within the defence sector, including innovation, technology or research sales and ideally working with UKDI. Understanding the defence and security market, including competition, suppliers, customer base and the regulatory environment and winning business (100M+) contracts with government and industrial customers. Account management. Proven experience of managing and enhancing customer relationships and account performance across complex multidisciplinary and multi domain organisations. Willingness to spend 2 days per week deployed to customer sites in addition to QinetiQ site time. Deep understanding of how to negotiate and embed innovative commercial approaches that drive best value for money for defence and security sector customers. Proven track record in the creating business development teams, in order to enable development and implementation of compelling strategy and winning tender responses. Proven track record of ability to influence across matrixed internal organisational structure in order to harness wider capabilities in the development and implementation of compelling strategy and winning tender responses. Ability to link technology with client business problems and engage confidently with client/internal technical communities. Track record in navigation of complex and multi-disciplinary stakeholder communities within customer organisations. Ability to influence and shape decision making at executive levels within the customer community. Over 10 years' experience working in Defence and Secure Government environment with particular focus on UKDIEstablished network within this community with strong reputation built upon consistent delivery. Established network within other commercial organisations that operate within this market with strong reputation built upon trust and mutual respect. Security clearances to allow unfettered access to core clients and access to operational requirements and procurement strategies within the above customer communities. Visit our website to read more about our diverse and inclusive workplace culture. Our BenefitsMatched contribution pension scheme, with life assuranceCompetitive holiday allowance, with the option to purchase additional daysOptions to join Health Cash Plan, Private Medical Insurance and Dental InsuranceEmployee discount portal: Personal Accident Insurance, Travel Insurance, Restaurants, Cinema Tickets and much moreWe 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 SchemeVolunteering Opportunities - helping charities and local communityOur 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.
Customer Account Relationship Manager (Permanent) in London employer: QinetiQ
At QinetiQ, we pride ourselves on being an exceptional employer, offering a dynamic work environment at our Boscombe Down facility, where innovation meets defence technology. Our commitment to employee growth is evident through our inclusive culture, competitive benefits, and opportunities for professional development, ensuring that every team member feels valued and empowered to contribute to meaningful projects that protect lives. Join us and be part of a diverse team that thrives on collaboration and creativity, all while enjoying the unique advantages of working at a site renowned for its aviation and aerospace capabilities.
