Exponential-e
Business Development Manager - Blue Light
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Overall purpose of the job:
Our mission is to become the trusted technology partner of choice for Blue Light organisations by helping them securely modernise through innovation, collaboration and exceptional service.
Join the team helping the UK’s Emergency Services harness technology to protect communities, save lives & build a more resilient future.
This newly created role offers the opportunity to build and develop one of the UK's most strategically important territories.
You'll take ownership of the Northern Police market, developing a territory strategy that delivers sustainable growth through:
- Net new customer acquisition
- Strategic account development
- Executive relationship building
- Driving Partner-led opportunities
- Maximising Framework engagement
- Long-term market development
You'll work alongside the end-to-end Exponential-e team to deliver complex technology solutions that genuinely improve policing outcomes.
Key responsibilities for this job:
Territory Leadership
- Own and execute the commercial strategy for the Northern England and Scotland Police territory.
- Build and maintain a strategic territory plan focused on long-term, sustainable growth.
- Identify, prioritise and develop target Police Forces and associated organisations.
- Develop executive engagement strategies for each priority account.
- Build a healthy, predictable pipeline capable of delivering sustainable growth.
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Business Development & Sales
- Create, qualify and close high-value new business opportunities.
- Develop compelling value propositions aligned to customer outcomes.
- Lead complex sales opportunities from initial engagement through to contract signature.
- Consistently exceed annual ARR, gross margin and revenue objectives.
- Maintain accurate forecasting and pipeline management within Salesforce.
- Develop robust account plans and win strategies for strategic opportunities.
- Build multi-threaded relationships across business, operational and technology stakeholders.
Executive Relationship Management
- Develop trusted relationships with senior decision makers including:
- Chief Constables
- Deputy Chief Constables
- Chief Information Officers
- Chief Technology Officers
- Directors of Digital
- Heads of ICT
- Procurement leaders
- Police & Crime Commissioners
- Strategic programme leaders
- Position yourself as a trusted advisor who understands both policing challenges and technology-led transformation.
Strategic Partnerships
- Develop strong relationships with selected strategic technology partners.
- Create joint account and business development plans.
- Generate partner-led opportunities.
- Identify new routes to market through partner ecosystems.
- Represent Exponential-e within partner engagement activities.
Public Sector Frameworks
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- Identify opportunities through relevant Public Sector procurement frameworks.
- Work closely with Bid Management to maximise win rates.
- Influence opportunities early, well before procurement activity begins.
- Ensure opportunities are positioned effectively throughout the procurement lifecycle.
Knowledge and experience required:
- A proven track record of delivering consistent net new business growth within enterprise technology sales.
- Experience selling managed services, cloud, cyber security, networking or digital transformation solutions.
- Experience selling into either Police, Blue Light, Central Government or the wider Public Sector.
- Strong executive relationship-building skills.
- Experience leading complex, multi-stakeholder sales opportunities.
- Excellent commercial, negotiation and presentation skills.
- Strong forecasting and pipeline management discipline.
- The ability to work collaboratively across technical, commercial and delivery teams.
- Current SC, MPPV3 clearance or the ability to obtain both.
Desirable Experience:
- Knowledge of UK policing and the wider Blue Light environment.
- Experience working with Public Sector procurement frameworks.
- Experience developing strategic technology partnerships.
- Understanding of AI, Cloud, Cyber Security and Digital Transformation.
- Experience working with enterprise CRM platforms such as Salesforce.
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