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Defence Account Director
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Defence Account Director
Location: UK
Working Pattern: Hybrid – a combination of office and home working
Contract Type: Permanent
Salary: £90,000 – £100,000 + generous commission structure
About the Opportunity
This is an exciting opportunity to join a leading UK technology and digital services organisation as a Defence Account Director, playing a key role in driving growth across the UK Defence and national security market.
The organisation is looking for a senior commercial leader with strong UK MOD experience, established Defence relationships and a proven track record of developing, shaping and winning complex strategic opportunities.
You will take ownership of business development and capture activity across the Defence sector, building a qualified pipeline aligned to the organisation's growth strategy and annual revenue targets.
Working closely with senior Defence leadership, technical specialists, account teams, partners and industry stakeholders, you will position the organisation as a trusted strategic technology partner across secure IT, cyber, data, AI and digital transformation programmes.
What You'll Be Doing
- Develop and lead business development strategies supporting annual revenue targets and longer-term growth across the UK Defence market.
- Build, qualify and manage a strategic pipeline of opportunities aligned with Defence priorities and organisational capabilities.
- Develop and maintain senior-level relationships across the UK MOD, Defence organisations and wider industry.
- Identify, shape and qualify opportunities where the organisation can deliver significant customer and commercial value.
- Lead major new-business and capture campaigns within the UK Defence market.
- Work closely with bid, technical, commercial and delivery teams to develop compelling and differentiated customer propositions.
- Lead and influence bid teams throughout the business development and capture lifecycle.
- Develop strategic relationships with technology vendors, partners and consortium members.
- Identify opportunities to build long-term customer relationships and secure follow-on business.
- Operate effectively within a multi-functional environment, providing strong leadership, communication and commercial direction.
- Represent the organisation at senior customer and industry engagements, building credibility and long-term strategic relationships.
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Skills & Experience
- Significant experience successfully selling into the UK Defence market, with established relationships across the MOD and Defence industry.
- Proven track record of delivering year-on-year business growth and consistently achieving or exceeding commercial targets.
- Demonstrable experience leading and winning complex contracts valued at £25m+.
- Strong existing stakeholder relationships across the UK MOD.
- Extensive understanding of Government business development, MOD procurement, contract awards, procurement trends and customer buying behaviours.
- Experience winning business through Government frameworks and successfully developing follow-on opportunities.
- Proven experience collaborating with partners, vendors and consortium members to develop and win complex bids.
- Strong commercial, interpersonal, presentation and communication skills.
- Confident engaging and influencing senior Defence stakeholders and negotiating complex commercial outcomes.
- Proven ability to build and maintain long-term relationships with MOD customers and Defence industry stakeholders.
- SC Clearance required as a minimum; DV clearance is highly desirable and may be required for certain activities.
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Defence-Specific Experience
- Experienced Business Developer, Senior Account Director, Senior Account Manager or Capture Leader with a proven track record of successfully developing and winning business within the UK MOD.
- Strong understanding of the UK Defence procurement and technology landscape.
- Experience of working with the R&D and Science & Technology (S&T) community, including DSTL, would be advantageous.
- Proven experience establishing partnerships, consortiums and strategic alliances to pursue and win Defence opportunities.
- Experience developing use cases for multi-domain technology and digital transformation programmes or concept demonstrators would be advantageous.
- In-depth understanding of the MOD's digital transformation agenda and the technology priorities shaping the Defence sector.
- Strong understanding of emerging technologies including cyber security, cloud, data, AI and digital transformation within a Defence environment.
For more information please reach out to PropRec Search Louise or Nathan
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