Roke is a world-class technology and engineering consultancy, delivering advanced research, development services, and products to high-profile customers with varied and challenging problems to solve.
Roke is currently recruiting for a sales professional within its Futures Business Unit, with experience in developing and selling sensor processing and autonomous control solutions, principally into the Defence markets. Broader experience would be a benefit. This is an exciting opportunity to make a significant impact in a fast-growing part of the business.
The successful applicant will work with our wider Defence business unit, our CTO, and our Autonomy specialists to develop new solutions targeting the Defence market, using a combination of customer funding and internal investment.
Roke’s Futures business unit uses our expertise gathered across many industries to provide rapid, innovative, and secure solutions to our customers' most complex challenges. We have solutions around Intelligent Sensing, Situational Awareness, and Autonomy in aerospace inspection, law enforcement, central government, critical national infrastructure, and healthcare.
Job Purpose & Key Responsibilities
* Development, implementation, and execution of sales growth strategies through direct and partner sales campaigns.
* Identifying, building, and effectively managing a number of new and existing key clients to maximize both revenue and customer value.
* Working across the business to align sales and internal innovation roadmaps to customer priorities.
* Managing direct and partner sales/bids/quotes in line with company governance processes.
* Managing and influencing direct client and partner requirements and expectations.
* Managing sales and engineering interactions with partners and clients to effectively sell Roke’s services, ensure successful bids, and resolve any customer issues.
* Leading bids and engineering pre-sales teams to generate winning proposals to secure new business.
* Achieving/exceeding allocated order targets and associated revenue targets.
* Accurate pipeline management, forecasting, and budgeting.
* Provision of market intelligence to support, feed, and actively contribute to the Roke CRM ecosystem.
* Contributing to the development and delivery of the Futures business unit strategy.
* Working with marketing to develop lead generation and increase brand awareness strategies.
* Development of compelling client propositions that meet client/market needs.
Knowledge, Skills & Experience
* Demonstrable experience in direct sales of research and development activities, technical solutions, services, and emerging products in the Defence Market.
* Experience with solution selling methodologies.
* Expert at developing new strong client relationships at senior levels and supporting this with detailed account development strategies and plans to increase sales volumes.
* An understanding of Autonomy, machine vision, AI/ML, data science, and sensing technology.
* Entrepreneurial mindset with a well-rounded knowledge of direct and partner sales strategy and a drive to succeed.
* Ability to quickly understand business and market challenges from the client's perspective and provide innovative solutions to meet these challenges, communicating in the client’s language.
* Proven ability to quickly and effectively qualify opportunities and convert them to orders.
* Good experience of planning and delivering winning bids in short timescales, acting as the voice of the customer.
* Exceptional verbal and written communication and negotiating skills, including the ability to present to senior management/executives, providing clarity in a complex environment.
* The ability to be effective in both local and remote matrix team leadership, taking the team with you.
* Strong analytical skills.
* Willingness to travel and, on occasion, stay away from home.
Security
Due to the nature of this position, we require you to be eligible to achieve SC clearance.
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