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Client Acquisition Lead - Defence
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Client Acquisition Lead – UK Defence & National Security
A high-growth technology and consulting business is looking for an experienced Client Acquisition Lead to drive its expansion across UK Defence and National Security.
Role Overview:
- Location: London / Hybrid, with occasional UK client travel
- Package: £120k Basic plus Uncapped Commission
- Industry: Defence, National Security & Secure Government
What You’ll Be Doing:
- Own new-logo acquisition across Defence, National Security and the wider secure government ecosystem.
- Build and execute targeted business development plans across priority organisations and programmes.
- Generate opportunities through your existing network, direct engagement, industry relationships, referrals and strategic partnerships.
- Build relationships with senior decision-makers across the MOD, Defence Primes, National Security organisations and the wider supply chain.
- Map key accounts, programmes, stakeholders, procurement routes and upcoming areas of investment.
- Identify customer challenges and shape them into commercially viable consulting, digital, engineering and technology opportunities.
- Work closely with consulting and technical specialists to develop propositions that solve genuine client problems.
- Take opportunities from initial conversation through qualification, proposal, bid, negotiation and contract award.
- Lead and support pitches, tenders, framework opportunities and commercial proposals.
- Maintain a healthy, sustainable pipeline with clear visibility around value, probability and next steps.
- Keep close to Defence and National Security priorities, programmes and emerging requirements.
- Represent the business at relevant industry events, conferences and senior customer meetings.
- Contribute to revenue forecasting and wider growth planning alongside the leadership team.
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Main Skills Needed:
- Strong track record of winning new business within UK Defence, National Security or secure government markets.
- Proven experience personally identifying, developing and converting new-logo opportunities.
- Established network across the MOD, Defence Primes, National Security organisations or related government communities.
- Experience selling consulting, digital, technology, engineering or professional services into complex organisations.
- Confidence engaging senior stakeholders and understanding operational, transformation and technology challenges.
- Strong knowledge of UK Defence procurement, frameworks, commercial processes and routes to market.
- Experience managing long, multi-stakeholder public-sector sales cycles from initial engagement through to contract.
- Commercially strong approach to opportunity qualification, pipeline management and forecasting.
- Comfortable building a market and pipeline from the ground up rather than inheriting an established account base.
- A genuine hunter mentality, with the drive to create opportunities rather than depend on inbound leads.
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What’s in It for You:
- A highly influential role with direct ownership of new-client growth across a strategically important market.
- The autonomy to shape target accounts, market priorities and business development strategy.
- Direct access to senior leadership, consulting and technical specialists.
- The chance to build meaningful relationships across some of the UK's most complex Defence and National Security environments.
- A hybrid working model alongside the opportunity to spend time directly with clients and the wider industry.
- Scope to make a measurable impact on the company's next phase of growth.
- A role focused firmly on winning new business, rather than account management dressed up as sales.
Big plans. Big impact. Ready to be part of it?
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, colour, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
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