Account Manager - London

Date: 15 May 2023

Location: Farnborough, England, GB

Company: QinetiQ

Role Purpose

  • Account Management of key customers for Operational Technologies & Data Intelligence within London core National Security sector, help drive revenues from this account from c£10m p.a. to c£30m p.a over the next 5 years.
  • Provide coordinating interface and point of contact across customer stakeholder community for cradle to grave engagement from up front strategy, business development through to operational programme delivery.
  • Provide clear communications between key customer stakeholders and internal QinetiQ teams in order to ensure common understanding of customer strategic growth plans, planned procurement opportunities and status of delivery across project portfolio.
  • Proactive link back to the QinetiQ business to ensure forward planning, capability development and resource requirements are known and can be planned against in order to meet future demand from the customer.
  • Similar to above, link back to the QinetiQ business to ensure that any issues/challenges with ongoing project delivery are flagged early so that remediation and response can be planned effectively.
  • Proactive engagement with the customer stakeholders to understand/help inform and shape their future strategy as appropriate, and that QinetiQ continues to be well positioned to deliver into that strategy.

Key Accountabilities

  1. Stakeholder engagement: development and implementation of customer stakeholder engagement plan - building trusted relationships across procurement and operational parts of their organisation. Establish similar relationships within QinetiQ to facilitate effective coordinating role across strategy development/BD and operational delivery.
  2. Strategy development: build a detailed understanding of the customer’s strategic planning, their hot buttons, constraints and key drivers. Help shape and inform their strategy development as appropriate by leveraging wider QinetiQ experience and perspective. Feedback to QinetiQ to help support our strategic planning and investment decisions.
  3. Opportunity Development: following on from above, build detailed understanding of the customer’s budget and future procurement plans. Provide clear comms and conduit back to the QinetiQ business to inform investments and future BD/Capture planning to align with customer strategy and planned procurements.   
  4. Operational delivery: through established customer relationships build picture across our portfolio of delivery projects, eg customer perception of what is going well and what is not, where we have performance issues and what impacting factors are likely to emerge in the future. Subsequently feed this back to the QinetiQ team to inform future planning and early corrective actions as needed/appropriate. Inform messaging strategy and support communication back to the customer in relation to performance/improvements that can be made in operational delivery. Where necessary facilitate meetings of relevant parties from both sides to support resolution.
  5. Heartbeat and tempo: support development of business rhythm between client organisation and QinetiQ (eg monthly account reviews, project reviews) bringing stakeholders from both sides together to support ambition of partnership (eg assured common view on operational delivery/performance and alignment on future strategic development and emerging opportunities). Proactively participate in this rhythm throughout.


Key Competencies

  • Domain knowledge: strong background working in and knowledge of the Operational Technology & Data Intelligence domains within London based core National Security sector. In depth understanding of key drivers and constraints that will steer future strategy with an ability to link this to technical/operational requirements.
  • Stakeholder management: ability to build relationships and inspire confidence at multiple levels with both the customer and QinetiQ organisations. Ability to span Operational, Commercial and Procurement domains to provide single coordinating role.
  • Strategic vision: ability to operate in a complex environment with conflicting demands and diverse set of stakeholders to build clear strategy and forward path. 
  • Influence/Trust: ability to influence and engender trust across diverse (internal/external) stakeholder community in order to help attain consensus in environments where frequently there is no clear single way forwards and diverging stakeholder views.
  • Business acumen: ability to balance conflicting demands across multiple fronts to determine optimal way forwards for the customer whist ensuring QinetiQ’s business interests are also met.


Experience & Qualifications

  • Proven track record with strong reputation working in the Operational Technology & Data Intelligence domains within London based core National Security sector.
  • Established network within National Security customer community, built upon trust and mutual respect.
  • Strong Technical/Operational background in Operational Technology & Data Intelligence domains within National Security market with in depth understanding of current status and future trends.
  • Ability to work effectively across multiple stakeholders, providing clarity in a complex terrain/managing differing personalities/managing conflicting views and drivers to provide alignment and consensus on direction of travel. 
  • DV clearance to allow access to customer stakeholders and visibility of their key strategic drivers and operational challenges in sufficient detail to support QinetiQ future strategic planning and ongoing operational delivery to this customer.

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, courage to take on a wide variety of complex challenges.

You’ll experience a unique working environment where teams from different backgrounds, disciplines and experience enjoy collaborating widely and openly as we undertake this exciting and rewarding journey. Through effective teamwork, and pulling together, you’ll get to experience what happens when we all share different perspectives, blend disciplines, and link technologies; constantly discovering new ways of solving complex problems in an diverse and inclusive environment where you can be authentic, feel valued and realise your full potential.

Joining QinetiQ offers you an opportunity to work on a broad range of interesting defence-based projects with vast career progression across a global organisation in addition to competitive personal and professional benefits. You’ll receive highly competitive salary and benefits package: our basic salaries are very attractive as we constantly review what’s happening in the market. The range of benefits that we offer include, flexible working, generous holiday entitlements, Health Cash Plan, Private Medical Insurance and Dental Insurance and much more.

About QinetiQ

As a company of over 6,000 dedicated professionals, we are a world-centre of excellence in research and development and act as a catalyst for fast-track innovation, offering outstanding experimentation facilities, and technical, engineering and scientific expertise. QinetiQ is made up of dedicated experts in defence, aerospace, security and related markets, all working together to explore new ways of protecting what matters most. Being part of QinetiQ means being central to the safety and security of the world around us. Partnering with our customers, we help to save lives; reduce risks to society; and maintain the global infrastructure on which we all depend. Come and find out how you can play a role.


Please note that all applicants must be eligible for SC clearance as a minimum: UKSV National Security Vetting Solution: guidance for applicants - GOV.UK (