Fujitsu
Business Development Director
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Business Development Director – Defence & National Security
Location: Flexible / London / M4 Corridor (with UK&I travel as required)
Security Clearance: Eligible and willing to undergo high-level UK government security clearance
Our Purpose: As the Business Development Director (BD Director), you’ll drive our vision to make the world more sustainable by building trust in society through innovation. In this role, you’ll engage with the Defence & National Security market, shape opportunities aligned to real customer challenges, and help Fujitsu play a critical role in safeguarding the UK and its allies.
Role Overview
The Business Development Director is a senior, market-facing role within Fujitsu’s Defence & National Security business. Key responsibilities include:
- Building and managing strong customer relationships.
- Crafting opportunities to meet Defence and Security challenges.
- Developing a high-quality pipeline aligned with genuine market needs.
This position operates within an established strategic framework, focusing on leading customer-facing campaigns, engaging the Defence & Security ecosystem, and ensuring robust pipelines aligned with customer demand.
You’ll manage the full sales lifecycle—from early market engagement to bid conversion—collaborating closely with bid and delivery teams to ensure alignment, clarity, and execution readiness. The following balance is essential:
- Strategic judgement (aligning campaigns and market priorities)
- Hands-on execution (converting relationships and insights into competitive pursuits)
Key Responsibilities
- Contribute to identifying and prioritising Defence & National Security campaigns, drawing from market insight, customer needs, partner capabilities, and Fujitsu’s offerings.
- Own the shaping and execution of agreements, defining strategic focus areas:
- Target customers and problem spaces
- Value propositions
- Routes to market
- Develop and deliver campaign plans, driving momentum through structured market engagement and opportunity shaping.
- Feed insights back into wider campaign prioritisation and future strategy.
- Steer opportunities through pre-contract sales lifecycle, from qualification and shaping to formal bids.
- Qualify and prioritise prospects—focusing on high-value, winnable opportunities based on customer needs and Fujitsu competencies.
- Deploy strategic positioning, value propositions, and winning themes to maintain momentum.
- Support seamless handover to bid and delivery teams, maintaining continuity of customer insights and campaign narratives.
- Collaborate across the Business Development team to align efforts, share insights, and coordinate activities.
- Partner with bid, delivery, and stakeholder teams to ensure competitive, executable pursuits.
- Maintain accurate, up-to-date campaign and opportunity data, adhering to pipeline management processes.
- Leverage pipeline intelligence to influence prioritisation, assess activities, and guide future engagement.
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Experience & Skills
- Defence & National Security Business Development:
- Strong record of full-lifecycle business development, including:
- Early campaign shaping
- Pre-sales to bid progression
- Long-term client expansion
- Strong record of full-lifecycle business development, including:
- Defence Procurement Knowledge:
- Expertise in Defence procurement processes, including:
- Strategic Procurement Partner (SPT)
- Invitation to Tender (ITT)
- Competitive dialogue
- Formal due diligence (e.g. Best and Final Offer/Contract Assurance Review)
- Expertise in Defence procurement processes, including:
- Customer Relationships:
- Experience cultivating trusted relationships with:
- Ministry of Defence (MOD)
- Armed Forces
- Defence Digital
- National security stakeholders
- Credibility at executive/senior levels.
- Experience cultivating trusted relationships with:
- Opportunity Fabrication:
- Translating customer challenges into high-quality opportunities.
- Aligning needs with Fujitsu’s technology portfolios and solutions.
- Campaign Leadership:
- Leading complex campaigns engaging primes, SMEs, and international partners.
- Commercial Expertise:
- Sharp commercial judgement and negotiation skills.
- Turning partnerships, memorandums of understanding (MoUs), and teaming agreements into tangible pipeline and revenue.
- Market & Industry Awareness:
- Deep understanding of:
- Defence & National Security landscape
- Customer priorities and trends
- Competitive positioning
- Deep understanding of:
- Success Indicators (First 12-18 months):
- High-quality pipeline generated through owned campaigns.
- Competitive conversion of campaigns into bids.
- Strong customer/partner relationship engagement (repeat access, repeatable stakeholder interaction).
- Revenue-driven partnerships through effective teaming.
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Why Join Us?
This role offers the unique chance to lead Fujitsu’s engagement with the UK Defence & National Security community. As Business Development Director, you’ll:
- Drive customer-centric campaigns.
- Forge trusted advisor relationships within defence and national security.
- Shape expanded pursuits that tackle complex, real-world challenges.
- Contribute to Fujitsu’s long-term strategy for safeguarding the UK and allies.
Note: Applicants need not meet every requirement—transferable customer-focused experience is welcome.
Your Benefits
- 26 days paid annual leave + 3 flexible public holidays.
- Pension: Double matching contributions (up to 10%).
- Life assurance.
- Companywide incentive plans.
- Your choices: Flexible benefits (e.g. additional holiday, travel, dental care, or critical illness insurance).
- Perks at work: Employee discounts.
- Employee support: Assistance programme / virtual GP.
- Role-dependent benefits: Private medical insurance, company car, or car allowance.
Recruitment Process
Two-stage interview process.
Disability Confident Commitment
Email EMEIArecruitment@fujitsu.com if applying under the Disability Confident Interview Scheme.
Our Commitment to Inclusion
Fujitsu:
- Is a certified Disability Confudent Leader.
- Ranked in the Times Top 50 for Gender Equality.
- Among Top 75 for Social Mobility.
- Accredited with the Living Wage Foundation.
- Signatory of Race at Work Charter.
- Stonewall Top 100 Employer (LGBTI+ inclusivity).
Our hybrid work environments enable you to Be Completely You. Inclusive Community Networks support diverse groups and foster innovation. #LifeAtFujitsu
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