The Company
Roke Manor is a multi-sector product and service development technology powerhouse. At the core of everything they do and value is the desire to improve people’s lives and make the world a better and safer place. They pride themselves on being innovators and inventors; a company that believes in improving the world by delivering imaginative and highly specialised solutions. In short, they bring the physical and digital together in ways that revolutionise industries.
The business is built upon 4 major business units: Futures, Defence, National Security and Intelligence. Each business unit has a clear identity developed over time, and they have the trust and the freedom to embed themselves in problem-solving and providing first-class flexible solutions for their customers. They have been described simply as “An innovation business that creates products and services that they can leverage over their business units.”
The Role
The National Security team is looking to accelerate growth by expanding sales of products and services across the National Security client base. In order to do this, the NS team is looking to hire a Strategic Sales Lead, dedicated to winning new business. This individual will sit in a senior sales position and report directly to the Business Unit Director.
The NS Team provides innovative solutions and works in partnership with governments, agencies, primes and National Security service providers. They are specialists in the design of bespoke solutions for a client base who require a level of expertise to solve real and complex data problems. In order to do this, they have built a team of dedicated industry experts who understand the sector intimately and provide first class advice, delivery and support within systems engineering, security assurance, agile software development and cryptographic technologies – Circa 390 Resources in total.
The Strategic Sales Lead will be responsible for the sales & business development of strategic pursuits in support of the NS business plan; focusing on short, medium and long-term results, in-line with the NS 5 year business plan. They will be responsible for the identification, qualification, development and closing of strategic new business. Working closely with the Senior Leadership Team to develop a compelling sales strategy for strategic pursuits, aligned with the NS business plan and wider Roke strategy. This role is focused on hunting for new business, particularly in support of plans to deliver IP and recurring revenue growth into NS accounts. The need to work effectively as part of an effective sales culture within the NS business is important, and someone who can produce a vision, strategy and a clear plan will help support this.
Candidate Specification
As Strategic Sales Lead – National Security, you will be responsible for:
1. Developing a clear and entrepreneurial sales strategy to deliver strategic business growth expectations for Roke’s NS business.
2. Owning the sales target, pipeline and sales management for winning strategic new business for NS in line with wider Roke strategy.
3. Developing new strategic business using partner across the NS wider ecosystem.
4. Providing strategic sales support across NS accounts to develop net new business outside existing lines of business.
5. Being the ‘voice of the client’ to ensure a client-focused perspective is taken across the Business Unit, to help evolve NS capabilities in line with client need, market dynamics and competitor strategies.
6. Helping to drive investment in new products and capabilities to deliver the NS strategy, maximise ROI and strengthen Roke’s competitive advantage.
7. Helping foster a NS sales culture, relevant to Roke as a business, to improve win rates, customer intimacy and strengthen differentiation in our market.
8. Helping promote the Roke brand relevant to the NS market through effective sales and marketing.
Responsibilities
1. Produce the vision, strategy and plan to win strategic new business as part of the NS Five-Year plan.
2. Own NS strategic pursuits, drive tempo and ensure forecast accuracy for Order Intake; be proactive in understanding the resulting delivery implications for Revenue.
3. Manage the strategic pursuits sales process to ensure win themes, proposals, pricing and close plans are of high quality, in alignment with Roke processes.
4. Support the NS SLT with opportunity qualification, competitor analysis and deal maturity to improve NS win rates.
5. Support the NS SLT in the ongoing refinement of Strategic Workforce Plans, recruitment and M&A targets.
6. Be an inspirational sales professional as a leader in NS, embodying Roke values and behaviours, whilst helping drive NS sales culture.
7. Sponsor new opportunities and investments to evolve the NS business in line with our client’s needs and competitor landscape.
8. Promote Roke at appropriate exhibitions, events and via all necessary media channels.
9. Always fully comply with Roke’s published policies and procedures.
10. Undertake such other reasonable duties, commensurate with the job holder’s experience and qualifications, as may be required for the smooth operation of the business.
The Key Requirements
1. Experience of developing new business and winning IP-led deals to grow strategic business relevant to NS as a market.
2. Accomplished sales and business development professional in a technology services environment, with in depth NS knowledge in at least two of the core domains of:
* Cyber & networks
* Data Science & AI
* RF & signals
* Autonomy.
1. Knowledge and experience of UK homeland security, understanding their operations, organisations and how to align these with Roke products and services.
2. Experience in sponsoring complex technology programmes in relevant sectors.
3. Knowledge of the NS supplier landscape and experience in partnering with or selling through other entities.
4. Experience in using technical thought leadership to influence NS accounts in support of the core mission.
5. Experience of converting strategic opportunity to won business at a high tempo across National Security.
The Benefits and Perks
1. Flexi-time: Working hours to suit you and your life
2. Annual bonus: Based on profit share and personal performance
3. Private medical insurance: Includes cover for existing conditions
4. Holiday: You’ll receive competitive annual leave plus bank holidays. We also offer the opportunity to buy and sell annual leave
5. Chemring Share Save: Monthly savings into a 3 or 5 year plan.
Clearances
Due to the nature of this role, we require you to be eligible to achieve DV clearance. As a result, you should be a British Citizen and have resided in the U.K. for the last 10 years.
The Next Step
Click apply, submitting an up-to-date CV. We look forward to hearing from you.
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