Job Description
An exciting opportunity has arisen for an experienced Business Development Director to play a pivotal role in driving growth within the Defence sector. This senior leadership position is ideally suited to a commercially astute business development professional with a proven track record of securing large-scale, complex opportunities and building lasting relationships with senior decision-makers.
The successful candidate will lead strategic business development initiatives, identify and convert high-value opportunities, and strengthen the organisation's position as a trusted partner delivering innovative digital and technology-led solutions. Working closely with colleagues across delivery, marketing, operations, legal and commercial teams, they will help shape and execute growth plans that deliver sustainable revenue and long-term customer value.
Key Responsibilities
Drive Business Growth and Revenue Generation
- Develop and execute sector-specific business development strategies that support ambitious growth objectives.
- Build, manage and maintain a robust pipeline of opportunities across existing and prospective clients.
- Accurately forecast sales performance and revenue across future quarters.
- Achieve and exceed agreed sales, revenue and profitability targets.
Lead Strategic Pursuits
- Create and implement targeted account plans for key customers and prospects.
- Lead complex bid and pursuit activities, coordinating multidisciplinary teams to secure major contracts.
- Identify new routes to market and opportunities to expand existing customer relationships.
Become a Trusted Client Advisor
- Develop a deep understanding of customer priorities, challenges and transformation goals.
- Apply a consultative sales approach to identify opportunities where digital and technology solutions can deliver measurable value.
- Build credibility and trust with stakeholders at all levels, including executive leadership teams.
Develop High-Value Commercial Opportunities
- Structure and negotiate commercially viable agreements that align with organisational objectives and customer requirements.
- Ensure opportunities deliver sustainable profitability while supporting strategic growth ambitions.
- Lead commercial discussions through to successful contract award and mobilisation.
Build Strategic Partnerships
- Establish and nurture relationships with technology partners, suppliers and industry stakeholders.
- Create mutually beneficial partnerships that strengthen market positioning and expand business opportunities.
- Promote collaborative working to maximise joint value creation.
Influence Senior Stakeholders
- Engage confidently with senior leaders, procurement teams and C-suite executives.
- Present compelling business cases, proposals and solution strategies.
- Navigate complex stakeholder environments and negotiate favourable outcomes.
Champion Collaboration and Leadership
- Work closely with colleagues across sales, delivery, commercial and operational functions to maximise business opportunities.
- Foster a collaborative culture that encourages knowledge sharing and cross-functional success.
- Support and mentor team members, helping them achieve their professional and career development goals.
Essential Skills and Experience
The ideal candidate will demonstrate:
- Significant experience in Defence sector business development, with a strong understanding of procurement processes, commercial frameworks and opportunity management.
- A proven track record of winning and delivering multi-million-pound contracts within complex and highly competitive markets.
- Experience developing and executing strategic account plans that generate sustainable revenue growth.
- Strong commercial acumen, including the ability to develop complex pricing models, commercial propositions and contractual agreements.
- Exceptional communication, presentation and stakeholder management skills, with the ability to influence executive and C-level audiences.
- Extensive networking capabilities and a well-established ability to build trusted relationships with senior decision-makers.
- Broad technology knowledge and awareness of emerging digital trends, including their impact on Defence and public sector transformation programmes.
- Strong understanding of digital services and technology-enabled solutions, with the ability to clearly articulate value propositions and competitive differentiators.
- Outstanding negotiation and conflict resolution skills.
- Ability to thrive in a fast-paced, target-driven environment while maintaining sound commercial judgement.
- Demonstrated success in leading, coaching and developing high-performing teams.
Desirable Experience
- A minimum of five years' experience selling or delivering large-scale digital transformation, technology consulting or managed services solutions.
- Knowledge of Agile delivery methodologies and modern software development practices.
- Experience working alongside technology delivery teams to shape customer solutions and transformation programmes.