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Senior Sales Manager - Training

Date: 31-Mar-2021

Location: Farnborough, England, GB

Company: QinetiQ


Senior Sales Manager – Training


Locations: Malvern, Bristol, Salisbury, Farnborough, Lincoln, UK Remote


QinetiQ are seeking an experienced Senior Sales Manager to provide focussed leadership and order delivery, primarily aligned within defence training services.


Role Purpose


As a Senior Sales Manager you will own the delivery of the orders responsible to the domain Business Development Director for growth through strong leadership, understanding the customer/market needs, development of strategies and closing orders. You will undertake senior level engagement with customers and be able to form strong business/resource relationships operating in a matrix environment. You will be responsible for the overall sales management across the team as well as taking direct ownership for a portfolio of personal sales opportunities. 


Subject Areas


You will work closely with colleagues across the QinetiQ Global Business Winning team, with particular focus in the following areas:


  • Development of future training capability through mission-led innovation;
  • Modernisation and transformation of training, leveraging the latest thinking, tools and techniques;
  • Provision of end-to-end training solutions to customers in Defence and adjacent markets;
  • Technology-agnostic, pan-domain training systems integration.


Previous demonstrable sales & business development experience in one or more of these areas is a prerequisite, with recent experience in training modernisation and transformation a distinct advantage.


Key Accountabilities


  • Leadership and progression of a personal portfolio of opportunities, personal order intake target would typically be in the range £5-10m pa.
  • Sales management including opportunity triage, decision point reviews, delivery within allocated business winning budgets.
  • Manage internal and external stakeholders, including supporting the development and ongoing management of key customer Accounts and B2B relationships.


Key Capabilities / Requirements


  • Excellent understanding of sales concepts, tools and principles.
  • A leading advocate and practitioner of winning business, liaising with customers at a senior level, structuring propositions and overseeing the creation of compelling proposals and bids.
  • Comprehensive knowledge of the defence industry – understanding capabilities, skills and products applicable to the defence training environment and the modernisation/transformation of defence is highly desirable.
  • Able to thrive in collaborative working environments and remain calm under pressure.
  • Extant security clearance (SC or DV) is highly desirable.


 Next Steps


If you feel you meet the criteria for this position and would like to be considered, please apply today with your CV and a brief cover letter demonstrating your suitability and we will be in contact.





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. People around the world depend on us for their safety and security, and to enable the safety and security of others. Partnering with our customers, we help to save lives; reduce risks to society; and maintain the global infrastructure on which we all depend. Our is 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, we get to experience what happens when we all share different perspectives, blend disciplines, and link technologies; constantly discovering new ways of solving complex problems. Being part of QinetiQ means being central to the safety and security of the world around us. Come and find out how you can play a role.