Account Manager in Salisbury

Salary: £90 - 100k + car allowance + bonus + benefits

Role Purpose:

• Drive pipeline growth in important domains across a DSTL pipeline of £3bn over three years.
• Prepare the market and nurture and create new opportunities.
• 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 DSTL 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 programmes.
• Develop and drive QinetiQ’s Growth Strategy across DSTL.
• Identify, evaluate, and prioritise new market opportunities and adjacent capabilities across DSTL.

Customer & Market Engagement:

• Build trusted relationships with senior stakeholders across UK Ministry of Defence – primarily in Dstl and extending where appropriate to include MSHQ, StratCom, FLCs, and UKDI at 1* level in order to influence our proposal pipeline with Dstl.

Key Accountabilities:

• Lead step-change increase in time spent deployed onto Dstl customer sites and sharing of relationships and knowledge gained across QinetiQ.
• Build thorough understanding of the appropriate stakeholder chain, organisational construct and ways of working.
• Coordinate with Client Management re. engagements into this community to ensure alignment of messaging across our business.
• Identify future market trends and create competitive advantage through deep understanding of customer missions, emerging threats, and technology landscapes.
• Develop and agree with the Chief Technology Officer and UK Business Development Directors opportunities to deliver the growth plan in near and long term.
• Provide collaborative leadership and coordination of all QinetiQ engagements across DSTL.
• Support delivery of in-year Dstl sales target and five year pipeline.
• Working across internal and external stakeholders develop a coherent Go to market Strategy for major strategic pursuits.
• 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.
• 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.
• Proactively engage with CTO and Sector BDDs and Operations Lead to ensure that there is a clear forward view of the pipeline and resourcing requirements.

Domain Relevance:

• Relevant experience of winning business with customers and industrial partners across Defence with particular focus on DSTL.
• Demonstrated success influencing strategic programmes in a wide range of defence science and technology areas.
• Ability to provide thought leadership to customers in complex domains and develop compelling QinetiQ propositions.
• Established relationships at executive level and ability to engage at this level to build partnering strategies.
• Proven experience in a strategic growth, capture, or business development role within the defence sector.
• Understanding the defence and security market, including competition, suppliers, customer base and the regulatory environment.
• Proven experience of managing and enhancing customer relationships and account performance.
• Deep understanding of how to negotiate and embed innovative commercial approaches.

Experience & Qualifications:

• Proven track record in hands on development and execution of scale pipeline (up to £1bn) with high conversion rate of orders in year.
• Proven track record in cradle to grave execution of win strategies with demonstrated ability to win competitive tenders.
• Over 10 years’ experience working in Defence and Secure Government environment with particular focus on DSTL.
• Established network within this community with strong reputation built upon consistent delivery.
• Technical background with sufficient knowledge of defence science, technology, research and development.
• Track record in navigation of complex and multi-disciplinary stakeholder communities within customer organisations.

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.

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 valued, heard and supported.

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