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Senior Sales Manager - Mission Data

Date: 14-Nov-2022

Location: Lincoln, England, GB

Company: QinetiQ

About the Role

QinetiQ is seeking a Mission Data Business Development (BD) /Sales Lead to join its highly successful Business Winning team. In this role the successful candidate will, identify, qualify, develop and win export opportunities, specifically focussed around Mission Data, for a key MOD customer. Reporting to the QinetiQ, UK Intelligence sector Business Development Director, the successful candidate will be responsible for growing the Mission Data export sales pipeline, working collaboratively with the Customer, industry partners, key members of project delivery team and members of QinetiQ’s Information Advantage Global Campaign.  The successful candidate will have a broad knowledge of Mission Data and its application across Air, Land and Maritime platforms as well as a deep understanding of UK MOD and target market, military organisational structures, and procurement processes.   

Mission Data BD/Sales is a new role that will be varied, dynamic, and people-focused while directly support front-line operations.  While the base location is flexible, the geographic ‘centre of gravity’ for the role is Lincoln and therefore, the successful candidate should expect to spend a significant proportion of their working time in the Lincoln area. Due to the nature of the work the successful candidate must hold, or be prepared to undergo, a higher level of security clearance/vetting.

 

Key Accountabilities

The successful candidate will be accountable to the UK Intelligence Business Development Director for:

  • Working as ‘One Team’ with MOD peers, partners and the internal QinetiQ team to develop a strategy to identify, qualify, develop and win new mission data export business that will support both QinetiQ and its Customer’s export growth targets. The strategy will include, but not be limited to:
    • Overall objectives
    • Market analysis (including competitor landscape)
    • Opportunity Pipeline and Sales Forecast
    • Customer and Stakeholder Analysis
    • Customer and Stakeholder Communications and Engagement Plan
    • Value proposition
  • Forecasting, defining and managing resource demand to meet new business capture and delivery requirements
  • Chairing regular reviews of the demand for contractor support with the customer
  • Supporting the development and approval of role descriptions and tasking for members of the contractor workforce
  • Developing a close and collaborative working relationship with all Stakeholders
  • Liaison with UK Defence leads, DIT, and wider UK industry to maintain G2G bilateral relationships
  • Leading the continual development of consultancy, software, training and other export products through the utilisation of the products, skills and experience within the industry ecosystem.

 

Experience & Qualifications

  • Experience in developing opportunities and delivering sales to the export market
  • Experience of leading/managing teams with a diverse and complex blend of skills and experience
  • Extensive Business Development/Sales experience, including a working knowledge of formal business winning processes (eg Shipley)
  • Experience within the Defence, Defence Exports, Aerospace or other closely related sectors
  • Experience of influencing and communicating at all levels of management and the ability to convey complex concepts in simple manner using the most appropriate means
  • Experience of managing multiple stakeholders through proactive communication
  • Experience in supporting continuous improvement
  • DV highly desirable, SC as a minimum

 

Personal Qualities

  • Broad Thinking - Thinks broadly and creatively about the industry and customer landscape, effectively considering wider factors and identifying longer-term opportunities that fit with QinetiQ’s core capabilities.
  • Relationship Building - Actively seeks to build and maintains trusting relationships with a wide network of relevant people in the industry.
  • Customer Focus - Understand the customer’s perspective and needs - both professionally and personally, focusing on what will deliver value to them.
  • Commerciality - Evaluates issues and situations in terms of what will optimise growth and profitability for QinetiQ over the medium and long-term, taking into account the wider commercial landscape.
  • Personal Impact - Adapts their approach to communicate clearly, credibly and positively when engaging different stakeholders, focusing on earning trust and getting buy-in.
  • Resilience - Maintains a positive and ‘can do’ approach in difficult situations and over a long period of time; delivers difficult messages constructively when required.
  • Collaborates Across Boundaries - Drives and facilitates effective working across organisational boundaries to achieve mutually beneficial outcomes.
  • Confidence – able to make complex decisions while under pressure and dealing with uncertainty
  • Full spectrum Leadership - ensure that decisions are implemented in accordance with agreed plans while being receptive to challenges to accepted working practices
  • Negotiating and Influencing Skills - the ability to navigate complex and challenging situations.
  • Capacity - able to rapidly assimilate complex situational information, identifying, prioritising and focussing on the key issues to achieve a desired business outcome

 

Please note that all applicants must be eligible for SC clearance as a minimum.

UKSV National Security Vetting Solution: guidance for applicants - GOV.UK (www.gov.uk)

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 and having the 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. Read more about our diverse and inclusive workplace culture here.  

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 a 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, adaptive and 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 many roles in QinetiQ are subject to national security vetting. Applicants that already hold the appropriate level of vetting may be able to transfer it upon appointment, subject to approval. A number of roles are also subject to restrictions on access to information that mean factors such as nationality, previous nationalities held and the country in which you were born may have an effect on the roles that you can be employed in.