QinetiQ
Account Manager (UKDI)
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Job Title: Account Manager (UKDI)
Global Grade: GG14
Location: London
Role Type: Permanent – Full Time
Role ID: 20667
Salary: Up to £90k depending on experience
Role Purpose
Drive pipeline growth in strategically important domains for UK Innovation (e.g. autonomy, quantum). Prepare the market and nurture and create new opportunities. Hands on execution/development of early-stage opportunities, nurturing and developing them to the point that they can be handed over as qualified opportunities to the Capture team.
Coordinate and collaborate across wider QinetiQ UKDI and UKRI facing team and wider QinetiQ to help inform our own strategic development.ie. skills, capabilities, investment, partnerships to implement these opportunities and maximise our returns from them.
Ensure coherence in development of these opportunities. Engage across QinetiQ including Client Leads/Capture and Bidding Director/MDs and wider QinetiQ to ensure we are bringing the best we can to bear including through positioning and “lily pad” deals.
Support Strategic Captures & Business Development: drive major capture activities, bids and proposals for high-value programmes
Develop and drive QinetiQ’s Growth Strategy across UKDI and UKRI.
Identify, evaluate, and prioritise new market opportunities and adjacent capabilities across UKDI and UKRI.
Customer & Market Engagement; build trusted relationships with senior stakeholders across UK Ministry of Defence – primarily in UKDI and extending where appropriate to include MSHQ, StratCom, FLCs, DE&S, Defence Digital, and Dstl at 1* level in order to influence our orders pipeline with UKDI and UKRI.
Key Accountabilities
Customer relationship. Lead step-change increase in time spent deployed onto UKDI customer sites and sharing of relationships and knowledge gained across QinetiQ. Through this approach, enhance customer intimacy, threat intelligence and pipeline growth.
Stakeholder management: build thorough understanding of the appropriate stakeholder chain, organisational construct and ways of working. Coordinate engagements (also, in collaboration with Strategic Engagement Director) into this community to ensure alignment of messaging across our business. Identify future market trends and create competitive advantage through deep understanding of customer missions, emerging threats, and technology landscapes.
Strategic Planning with UKDI-facing Integrated Delivery Teams (Business Units); Develop and agree with the Chief Technology Officer and UK Business Development Directors opportunities to deliver the growth plan in near and long term, consistent with the latest company strategy – including designating, establishing and managing the strategic captures within the Strategic Growth portfolio.
Growth Leadership: provide collaborative leadership of QinetiQ engagements across UKDI. Be a leading contributor, demonstrating Company Best practice and so it follows this routinely in the execution of all Business Winning activities in this area. Accountable for supporting in-year Dstl sales target and five year pipeline.
Go to market Strategy: working across internal and external stakeholders develop a coherent Go to market Strategy for major strategic pursuits. This GTM strategy should leverage thorough and in depth understanding of the clients own strategy, budget and forecasted spend on future procurements.
Support Development of QinetiQ strategy: engage with Chief Technology Officer, Business Development Directors and relevant Managing Directors to ensure that QinetiQ’s own strategic growth plans are aligned with those of clients and that we are building skills and capacity necessary to execute on that strategy.
Capture/Bid Management: engage with UK Intelligence and UK Defence Heads of Capture and Bid Management to ensure that approved Capture plans are in place and are being executed for all major opportunities being executed across QinetiQ. Ensure that best practice is applied at all times in the execution of these captures through “hands on” leadership of all major Captures.
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Forward planning resourcing: Proactively engage with CTO and Sector BDDs and Operations Lead to ensure that there is a clear forward view of the pipeline and resourcing requirements. Ensure that opportunities can be resourced correctly from a Capture/Bid Management and Delivery perspective and that requirements for technical resource from the business are known and understood.
Wider engagement: Proactively engage Capture Team across QinetiQ to ensure areas of cross collaboration are known and understood. Collaborate with Chief Technology Officer to create and leverage alignment between customer- and internally- funded research and development. Maintain visibility of cross collaboration execution plan to ensure that this is known and understood within both UK Sectors and that it is being followed correctly.
Best Practice: Proactively engage with Group Business Winning Excellence to ensure that all activities follow accepted best practice and that the team is trained in accordance with Company requirements/schedules. Demonstrate leadership in the usage of SAP C4C CRM. Feedback to Group Business Winning Excellence any areas of potential improvements/refinements in best practice or training based upon experience within the Sector of Capture execution.
Compliance: Ensure all business winning activities are conducted in full compliance to Group business winning policies and procedures. Ensure that Group policies relating to Ethical Trading Policy, Exports and the appointment and use of third-party Commercial Intermediaries are fully complied with.
Key Competencies
Domain Relevance: Relevant experience of winning business with customers and industrial partners across Defence with particular focus on UKDI. Demonstrated success influencing strategic programmes in a wide range of defence science and technology areas such as autonomy, sensing, directed energy, Cloud platforms, Edge-computing, Data Engineering, Data Science (including AI), decision support, Quantum navigation and assurance.
Deep customer knowledge and relationships: ability to provide thought leadership to customers in complex domains (spanning the above) and develop compelling QinetiQ propositions to meet deliver on this thought leadership.
Wider industry relationships: established relationships at executive level and ability to engage at this level to build partnering strategies and detailed understanding of the competitive terrain. Proven ability to develop and win opportunities that accelerate novel technology into warfighting readiness and resilience at pace.
Growth Leadership: Proven experience in a strategic growth, capture, or business development role within the defence sector, including innovation, technology or research sales and ideally working with UKDI. Ability to lead teams of business winning professionals across functional boundaries. Ability to operate in a complex matrix structure using influential leadership to bring best of capabilities to bear to enable development of strategic GTM plan, secure pipeline and win complex, competed tenders.
Business winning. Understanding the defence and security market, including competition, suppliers, customer base and the regulatory environment and winning business (£100M+) contracts with government and industrial customers.
Account management. Proven experience of managing and enhancing customer relationships and account performance across complex multidisciplinary and multi domain organisations. Willingness to spend 2 days per week deployed to customer sites in addition to QinetiQ site time.
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Applied commerciality. Deep understanding of how to negotiate and embed innovative commercial approaches that drive best value for money for defence and security sector customers.
Experience & Qualifications
Proven track record in hands on development and execution of scale pipeline (up to £1bn) with high conversion rate of orders in year, ideally in UKDI.
Proven track record in cradle to grave execution of win strategies with demonstrated ability to win competitive tenders (over c£30m) and ability to manage dynamic portfolio of smaller captures.
Proven track record in the creating business development teams, in order to enable development and implementation of compelling strategy and winning tender responses.
Proven track record of ability to influence across matrixed internal organisational structure in order to harness wider capabilities in the development and implementation of compelling strategy and winning tender responses.
Technical background with sufficient knowledge of defence science, technology, research and development. Ability to link technology with client business problems and engage confidently with client/internal technical communities.
Track record in navigation of complex and multi-disciplinary stakeholder communities within customer organisations. Ability to influence and shape decision making at executive levels within the customer community.
Over 10 years’ experience working in Defence and Secure Government environment with particular focus on UKDI
Established network within this community with strong reputation built upon consistent delivery.
Established network within other commercial organisations that operate within this market with strong reputation built upon trust and mutual respect.
Track record of enabling diverse organisations to work together across government, industry, academia, SMEs, start ups and more.
Security clearances to allow unfettered access to core clients and access to operational requirements and procurement strategies within the above customer communities.
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.
As a QinetiQ employee, 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 a diverse and inclusive environment where you can be authentic, feel valued and realise your full potential. Visit our website to read more about our diverse and inclusive workplace culture. www.qinetiq.com/en/careers/life-at-qinetiq
Our Benefits
Matched contribution pension scheme, with life assurance
Competitive holiday allowance, with the option to purchase additional days
Options to join Health Cash Plan, Private Medical Insurance and Dental Insurance
Employee discount portal: Personal Accident Insurance, Travel Insurance, Restaurants, Cinema Tickets and much more
We are proud to support the Armed Forces community by honouring the Armed Forces
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