Sales & Business Development Manager - Defence

Job Description

Overall purpose of the job:

The Sales & Business Development Manager is a newly established position within the sales community, designed to drive Expo-e’s growth in the Defence sector. This role serves a vital function in expanding the company’s market presence, particularly within high priority sectors such as Secure, Defence, National security and Systems Integrator partnerships.

 

• Strategic Execution and Planning: Support execution of the strategy through well defined short, medium, and long term objectives. Develop action plans and oversee their implementation, ensuring that they effectively support the broader organisational goals.  Design and implement a robust strategy tailored to deliver against your  targeted revenue and margin goals. Utilise data-driven insights and market analysis to identify opportunities. 

• Excellence in Sales Performance: Foster a culture of sales excellence by demonstrating and instilling a consistent, high level of professionalism.  

• Stakeholder Collaboration and Communication: Build strong relationships with internal and external stakeholders, ensuring clear communication and collaboration to address challenges and leverage opportunities in the defence space

• Performance Monitoring and Continuous Improvement: Regularly evaluate progress against strategic goals, adapting tactics and approaches as necessary. 

Key responsibilities for this job:

• Develop and execute short, medium and long term business plans to exceed targets 

• Achieve and exceed margin, contract value, and revenue targets 

• Deliver against key performance indicators and objectives 

• Prospect, qualify, negotiate and close key new business deals 

• Build and maintain a solid and robustly qualified pipeline of sales opportunities within assigned industry verticals  

• Forecast monthly and quarterly sales achievement within accuracy of +/- 10% 

• Religiously maintain opportunity pipeline and deal positions on Salesforce 

• Develop strategy, produce win-plans and execute on major deals within assigned client base 

• Define target list and engage suspects based on clearly defined criteria 

• Develop an in-depth knowledge of the assigned verticals 

• Generate strong relationships with stakeholder community within customer and prospect base 

• Develop and sustain network of contacts and key individuals within assigned verticals 

• Identify and develop account targets, define the value proposition 

• Build and provide clear leadership to virtual teams in pursuit of major business opportunities 

• Identify and develop opportunities for strategic step-change revenue growth 

• Produce quotations and lead Exponential-e responses to tenders, RFI’s, RFPs, and other response format  

• Representing the business at conferences, trade fairs and networking events 

• Other tasks as required and commensurate within the role 

• Strategic collaboration with the Office of the CIO to develop strategic strategy in portfolio as well as leveraging the Specialist Cloud, Data & AI, Security and UCC teams to maximize growth and win probability 

 Knowledge and experience required:

• Good commercial acumen  

• Experience in being part of a strategic pursuit team on complex services deals, mixing in Cloud, Professional Services, Managed Services and Transition and Transformation programmes.   

• Clear understanding of large-scale services deals, dependencies and service components that enable lifecycle delivery 

• Multi-level relationship management 

• Good understanding of the competitive landscape 

• Using new and disruptive technologies to solve complex business challenges and working in an ever-changing working environment 

• Working within large complex defence and SI businesses 

• Ability to drive customer engagement and understand the problems Expo-e Solutions solve 

• Understanding of motivation for customers to move to service-oriented models and what influences a choice 

• Experienced selling into the defence and SI businesses  

• Proven track -record of achievement against sales targets