At Roke
Roke is a world-class technology and engineering consultancy. Roke delivers advanced research, development services and products to high profile customers who come to Roke with varied and challenging problems to solve.
Roke has doubled in size since 2018 and is now a £185M Revenue business with ambition to grow to a £250M revenue business by 2028. Roke employs a Shipley based model reinforced by a Solution Selling approach. Roke generates value from a combination of people and product-based revenues both on the client and supply side and through licence fees. Roke accesses value through UK Government procurement frameworks, major programme bids from Cat A to Cat C and via international sales into around 20 customers internationally either through Agents and distributor agreements or directly into end customers.
Roke's ambition to underpin this growth is to create a central Business Winning 'Deal Factory.' The Deal Factory will leverage the resources across the business to prosecute business from early engagement, solution development, through to submission of winning bids, bringing together sales, capture, SMEs and other key stakeholders as required. The successful candidate will need to outline how they will support the transformation of Roke's current 'traditional' responsive bid function into one that is forward leaning and can prosecute multiple concurrent deals in response to a growing and buoyant Defence and Security market that needs to respond rapidly to current world events.
In parallel with leading the 'As Is' bid team, within the first six months the successful candidate will need to outline their proposal to deliver the Deal Factory so that it can be effective within Roke FY26 (1 Nov 25 - 31 Oct 26). In broad terms we see this following a four-stage approach; assess, design and plan, deliver and embed, then embed and improve. Within each stage we will expect to see as a minimum but not limited to:
Assess, Design & plan (timelines for delivery will be applied when candidate is in role)
Outputs; actionable blueprint business case against a 3 year RoI based - the 'As Is - To Be' roadmap.
Key Activities; Diagnostics, Business Case Development, Building the Deal Factory, Supporting Live Deals.Deliver & Embed the capability (timelines for delivery will be applied when candidate is in role)
Output; Fit for Purpose Deal Factory producing compelling and winning bids.
Key Activities; Collaborative working environment and culture, active stakeholder engagement, Governance (KPIs, reporting, processes and procedures), development (analysis, training syllabus and coaching).On implementation, within FY26, Roke will expect the candidate to have developed a flexible and fit for purpose centre of excellence which brings together win strategy and solution development into a successful collaboration with the Business Units. All of this embodied within the 'Roke Deal Factory' and staffed by an engaged and focused team that learns, adapts, continually improves and critically; thrives on winning.
To be successful the Assistant Director, Bid Management, as well as delivering the transformational change required to create the Deal Factory, will need to personally lead and oversee the winning of the most significant bids for Roke based on either value (Cat A & B) programmes or 'strategic importance' as decided in conjunction with the Roke Executive Committee.
These bids will often require expertise from more than one Business Unit, have a requirement for Capture from an early stage in the lifecycle and require constant qualification to make the most appropriate buy/build/partner decisions. To achieve this Roke is looking for a leader who is proactive, customer focused, able to work collaboratively across a diverse team and possess the skills to influence as a 'critical friend'. The ability to remain calm and considered when under pressure, while thriving in a fast-paced bidding environment to deliver business winning submissions is a must.
Job Purpose & Key Responsibilities
Be the Senior Responsible Owner for the Deal Factory from concept to delivery in FY26.
Be accountable for the Business Winning lifecycle, including corporate governance gates, win theme development, bid strategy review, pricing, partnering, teaming, competitive analysis, and colour team reviews in line with Roke's Shipley based business winning model.
Be accountable for leading the bid team to success and in so doing underpinning the success of Roke against its wider targets and growth metrics as outlined in the 5 Year Plan.
Be responsible for the growth and profitability of Roke in winning new business and retaining current business whilst supplying technology, expertise, and consultancy services to our customers.
Lead the professional development of all staff involved in the Business Winning lifecycle including the embedded sales staff in the Business Units.
Exercise line management responsibility for the Deal Factory resources, ensuring clarity on strategy, functional and personal performance via formally agreed objectives and targets.
Set the standard for bid excellence within Roke and be the single authoritative voice within Roke for Business Winning which includes sales excellence and conformity.
Balance the customer, commercial, technical, and financial requirements to deliver winning bids and proposals. The role involves working closely with a wide range of stakeholders including Client Management, Technical SMEs, Supply Chain and Commercial.
Work closely with Business Unit Directors and the Roke Executive Committee to develop, define and execute bid strategy within Roke and ensure alignment, standardisation and implementation of the Deal Factory.Person Specification
Education and Qualifications
Strong background in bid management preferably in the UK public procurement arena.
APMP (Desirable).Knowledge
Leadership. A proven track record of leading the Business Winning function in an organisation within the Defence & Security sector to deliver sustainable and profitable growth.
Transformation Mindset & Ability. Experience of delivering or being part of the type of transformation that is required to set up the Deal Factory within Roke.
Customer Understanding. First-rate understanding of Roke's core customers in Defence and Security, their buying methods and practices and demonstrable evidence of having won business of the scale and complexity required by Roke's growth ambitions.
Stakeholder Engagement. Have the ability to work effectively and seamlessly both within the organisation and with external stakeholders (customers, partners and Chemring Group as Roke's parent company) to unlock issues, drive results and build consensus.
Technical Ability. Demonstrate an awareness of and exposure to the types of technology products and solutions which Roke sells to its customers.Skills & Experience
The successful candidate will be a seasoned professional with a transformational mindset and a hunger to win who has gained significant experience from winning multiple bids over £20M across the Defence and Security landscape in UK and internationally. They will be able to demonstrate capabilities in the following areas:
You will have demonstrable experience of leading, managing and coordinating teams in a matrix environment and ability to attract, retain and motivate talented people.
You will be confident in showcasing your experience of the Business Winning lifecycle and full bid process.
Ability to think strategically and balance strategic and short-term priorities and objectives.
Ability to communicate and build strong relationships across a diverse community of stakeholders.
Ability to work under pressure, while meeting demanding deadlines.
Your flexible and inquisitive approach to changing priorities will support you to thrive in our fast paced and dynamic environment.Why You Should Join Us
We have a competitive salary and access to a number of additional flexible benefits, which will cover Health and Wellbeing, Savings and Protection and Life, Leisure and Entertainment.
Roke has a great community of groups with shared interests. These enable people to share ideas and be passionate about tools, technologies and techniques, which interest them.
We are committed to a policy of Equal Opportunity, Diversity and Inclusion. Our working environment is friendly, creative and inclusive and support a diverse workforce and those with additional needs.
Security
The successful candidate will be submitted for and will need to pass for UK SC security clearance, if not held already. As a result, you should be a British Citizen and have resided in the UK for the last 5 years for SC