Role PurposeThe Sales Manager – Global Partnerships is responsible for driving revenue growth through major defence multinational prime organisations, focusing on identifying, shaping, influencing, and winning strategic opportunities, as well as identifying and securing long-term strategic partnerships that support market access and revenue growth.
The role centres on engaging with centralised decision-making at prime HQ level, navigating complex, matrixed organisations to position the business early in programme lifecycles and convert opportunities into revenue. Operating across a matrix environment, the role aligns cross-country sales activity and leverages strategic partnerships where appropriate to unlock multi-national opportunities and deliver commercial outcomes.
Key ResponsibilitiesDrive Sales Growth – Generate and win revenue through major multinational organisations and Primes operating across multiple countriesDevelop & Convert Strategic Pipeline – Build, manage, and prosecute a high-quality pipeline from lead generation through to contract awardShape & Influence Opportunities – Engage early in programme lifecycles to position, influence requirements, and maximise win probabilitySell into Complex, Matrix Organisations – Navigate centralised and distributed decision-making across HQ and country-level entitiesEstablish Market Access & Positioning – Identify and execute effective routes to market within non-UK and restricted environmentsLead End-to-End Sales Execution – Own the full sales cycle including qualification, pursuit, negotiation, and closureCoordinate Cross-Country Sales Activity – Align stakeholders, both internally and externally, across geographies to drive consistent engagement and conversionCollaborate to Win – Work closely with capture, bid, technical, and delivery teams to secure strategic opportunitiesMonitor Competitive Landscape - Monitor and develop a deep understanding of the market and competitive landscape to identify emerging opportunities, position the organisation ahead of requirements, and strengthen win probabilityDeliver Revenue & Forecast Accuracy – Achieve revenue targets through disciplined pipeline management and accurate forecastingThe role is focused on driving revenue through complex, pan-global B2B sales opportunities within large, prime-type organisations (multi-national contractors operating across multiple markets), requiring strong ownership of pipeline development and conversion. This includes generating opportunities, maintaining momentum through consistent follow-up, and progressing deals through to successful closure. A key aspect of the role is the ability to engage early and influence opportunity direction, positioning the business ahead of formal procurement and increasing win probability through strong commercial and strategic alignment.
Operating across matrixed, multi-country organisations, the role requires navigating both centralised and local decision-making structures to effectively progress opportunities and unlock value. Success depends on understanding where influence sits and how to align stakeholders across different entities.
Working with the Head of Sales, the Sales Manager - Global Partnerships must also establish effective routes to market, particularly in non-domestic environments, building presence and credibility while overcoming structural and access barriers.
Close collaboration with capture, bid, and delivery teams is essential to ensure opportunities are shaped effectively and progressed with clarity and pace.
The role carries clear accountability for pipeline health, conversion rates, and revenue delivery, supported by disciplined forecasting and strong sales execution.
Candidate ProfileSector ExperienceProven experience in Defence, National Security or Government-related sales environments, ideally with Global markets exposurePrime & Complex Organisation ExposureStrong experience working with or selling into major defence primes or large multi-national, matrixed organisationsCommercial & Contractual AcumenStrong sales, commercial, financial & contractual acumen, with Tier 1 organisations and platform providers or integratorsProven Sales DeliveryStrong sales experience, evidencing full sales cycle closure of new opportunities (+£1M) and ability to develop, manage, and convert strategic pipelinePipeline Management & ConversionProven ability to build, manage, and proactively progress complex, multi-year pipeline delivering in excess of £15M per annum, demonstrating disciplined follow-up and deal conversionOpportunity Shaping & InfluenceStrong track record of shaping opportunities early and influencing requirements to improve win probability and positioningMarket Access & Entry StrategyDemonstrated ability to establish routes to market and navigate barriers to entry within new or restricted environments, particularly across non-domestic marketsMulti-Country ExperienceExperience operating across pan-continent or multi-country sales environments, managing cultural, commercial, and organisational complexityStakeholder Influence in Matrix EnvironmentsExperience influencing senior stakeholders within complex, matrixed organisations, often without direct authorityDefence Ecosystem NetworkA well-developed and active network within the Defence ecosystem, with the ability to rapidly open doors, position the organisation, and convert relationships into tangible sales opportunitiesProgramme & Supply Chain UnderstandingExperience contributing to or selling into large-scale programmes or complex supply chains where decision-making is centralised and execution is distributedKey Skills and ExperienceStrong sales and commercial acumen with a track record of achieving or exceeding revenue targetsExcellent stakeholder engagement and influencing skills, including senior-level engagementAbility to build, manage, and convert a strategic pipeline with strong forecasting disciplineAbility to operate effectively in complex, matrixed and highly regulated environmentsStrong communication, negotiation, and deal-shaping skillsExperience contributing to capture activities, bid development, and proposal writingStrategic thinking with the ability to identify and shape multi-national opportunitiesHigh level of organisation and ability to manage multiple priorities across countries and accountsProven pedigree of winning business within Defence, B2B or related sectors, with experience owning and executing the full sales lifecycle from opportunity creation through to contract awardPersonal AttributesProactive, self-motivated, and results-driven with a strong focus on winning businessHigh level of professionalism, integrity, and discretionStrong team player with the ability to collaborate across functions and geographiesResilient and adaptable in a fast-paced, complex international environmentCommercially focused with a strong drive to convert opportunities into revenueHigh levels of motivation, ownership, and accountability for sales outcomes TravelThe role will require regular UK and global travel, which may involve overnight stays. All travel and related expenses will be reimbursed in line with company policy.
Given the demands of the role, there may also be occasions where working outside of standard hours is required to support business needs.
PayTypeSalary
Locations
Sales Manager - Global Partnerships in Hampshire, Romsey employer: Roke
Roke is an exceptional employer, offering a dynamic work environment that fosters innovation and collaboration within the Defence sector. Employees benefit from a competitive salary, flexible perks focused on health and wellbeing, and a strong commitment to diversity and inclusion, all while contributing to meaningful projects that address national security challenges. With ample opportunities for professional growth and a supportive community, Roke is dedicated to empowering its team members to thrive in their careers.
