Senior Client Manager - National Security in Romsey

About Roke National Security Business

Be part of a growing and highly trusted supplier into the NS domain working to deliver mission critical solutions helping to keep the nation safe, secure and prosperous. Working on leading edge technology solutions including AI/DS, Cyber, Cloud, DevOps/SRE, Platform Engineering.

Roke is a world-class technology and engineering consultancy that delivers advanced research, products and services to national security customers. We work on the most challenging problems in pursuit of maximum mission impact.

The role of Client Manager involves being a senior representative of Roke and trusted advisor to our clients. You will broaden and deepen our existing client relationships while developing new lines of business based upon our strategy, expertise and unique insight.

The Opportunity

• Own and execute Roke’s business development strategy for National Security clients.
• Shape the development of new IP, products and services.
• Become a trusted advisor and a senior representative of a highly respected National Security supplier working at the forefront of technical innovation, supporting client understanding of the technical cutting edge and influence their use of Roke’s services.
• Act as the ‘voice of the customer’ within Roke ensuring business strategy reflects client priorities.
• Provide leadership to the extended Sales team; working with the Senior Client Manager to embed a strong leadership culture across Sales Solution Architects, Bid Teams and Campaign Managers.

Key Responsibilities

• Client stakeholder management coordinating across sales and other Roke teams within designated Fields of Play.
• Proactive Business development from ideation to order closure including responsible management of bid budgets.
• Bid sponsorship, strategy, direction, guidance and delegated responsibility.
• Pipeline management within designated Field of Play, with contributions to Order Intake forecasting.
• Campaign direction and management, including responsible usage of marketing resources, events, white papers, innovation and associated non-labour budget; as agreed with the Senior Client Manager.
• Product Sponsorship aligned to the Product Policy, acting as the ‘voice of the customer’, working with the Project (Product) Manager and Technical Lead.
• Actively manage Risks and Opportunities that impact or influence Roke, the BU or Campaign Area.
• Be an active participant within the designated Sales Team, supporting the Senior Client Manager with related tasks and transformation activities; and being a visible leader within the Account Area.
• Working with the Senior Client Manager, delivery leadership and other critical functions to drive revenue and profit aligned to the Budget, Business Unit (BU) strategy, Account plans and Campaign plans.
• Build a healthy pipeline of work to deliver the BU’s Order Intake target and a strong Order Book.
• Undertake such other reasonable duties, commensurate with the job holder’s experience and qualifications, as may be required for the smooth operation of the business.

Knowledge, Skills & Experience

• Technically ‘curious’ and a strong desire to solve difficult problems.
• Excellent interpersonal skills.
• Experience of working with “Business Winning” Teams.
• Understanding of the National Security and Public Sector agenda.

Desirable Knowledge, Skills & Experience

• Experience of “Business Winning” activities and processes.
• Appreciation of Commercial processes.
• Technology: Cloud / AI.

Why You Should Join Us

Built on over a 60 year heritage, Roke offers specialist knowledge in sensors, communications, cyber, and AI and ML. We change the way organisations think and act – through dynamic insights from the analysis of multiple layers of data. We take care of the innovative, technical stuff that keeps everyone safe – that’s our mission, passion, and motivation.

Security Information

Due to the nature of this position, we require you to be eligible to achieve SC and Enhanced DV.