Keysight Technologies
Technical Business Development Lead
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Job Title: Technical Business Development Lead
About the Role
Keysight's Network Performance & Security Business Unit is expanding our in-country expertise across the UK government market. We're seeking a highly motivated and experienced Technical Business Development Lead to drive exponential growth and establish market leadership across UK government agencies and defence organisations. This is a high-impact strategic opportunity to build and lead a pioneering presence in the UK government sector, capturing new logos and establishing yourself as a trusted advisor to national and regional government bodies.
You will be at the forefront of understanding customer mission-critical priorities, building strategic relationships with influential government decision-makers, and positioning Keysight as the trusted technology partner of choice. You'll partner with government agencies to modernise their networks, strengthen cyber resilience, and optimise performance—and you'll drive tangible impact by translating complex technical requirements into innovative business solutions that deliver competitive advantage.
You'll work with prestigious UK government bodies including GCHQ, MOD, NCSC, DSTL, and regional public-sector organisations. Your deep technical expertise in networking and cybersecurity will establish your credibility as a thought leader with customer architects and technical teams, while your strategic business development acumen enables you to align cutting-edge technical capabilities with mission-critical objectives and build robust pipelines that accelerate sales momentum.
You'll collaborate internally with Sales Leadership, Solutions Engineering, and Product teams, and externally with leading defence primes, channel partners, systems integrators, and government stakeholders. Your exceptional ability to move fluidly between technical conversations and executive engagement—backed by sophisticated understanding of government procurement processes and mission priorities—will be essential to driving breakthrough results.
This is an individual-contributor, technical business development role—it does not carry people-management responsibility.
Location: UK-wide (London, with regional travel across England, Scotland, Wales, and Northern Ireland)
Responsibilities
Market Development & Customer Relationships
- Build and nurture strategic relationships with influential government executives, technical leaders, and decision-makers across key accounts; establish yourself as the trusted advisor of choice who deeply understands both their technical challenges and mission-critical objectives.
- Proactively identify and qualify high-potential government opportunities through strategic market research, deep customer engagement, and competitive intelligence; develop compelling account strategies that clearly articulate unique business value and competitive differentiation.
- Lead customer engagement on complex, high-value opportunities—from initial discovery through technical validation and proposal—leveraging your technical credibility to unlock strategic conversations and accelerate deal progression towards closure.
- Represent Keysight at prestigious government conferences, industry events, and executive briefings; establish yourself as a visible thought leader and trusted voice in the UK government market.
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Pipeline Development & Sales Growth
- Partner strategically with Regional Sales Management to identify breakthrough growth opportunities and systematically build a robust pipeline of qualified opportunities across UK government agencies and defence organisations.
- Drive strategic capture efforts, competitive positioning, and complex deal strategy; lead account planning and technical win development to ensure successful outcomes.
- Track pipeline health with precision, forecast accurately, and drive consistent progress on strategic opportunities; communicate compelling business development momentum and emerging market trends to leadership.
- Develop and articulate powerful competitive positioning against incumbent and emerging competitors; establish consistent, compelling technical messaging across the sales organisation.
Regulatory & Market Intelligence
- Stay ahead of evolving UK government procurement processes, cybersecurity mandates, and compliance frameworks (NCSC guidance, Common Criteria, security clearance requirements) and translate strategic implications into winning business strategies.
- Serve as the go-to internal expert for regulatory and standards questions related to government opportunities; proactively flag emerging policy changes and procurement trends that shape sales strategy.
- Provide strategic market feedback to Product Management and Sales Leadership on evolving customer priorities, competitive threats, and technology gaps; help shape innovative go-to-market strategy for UK government markets.
Cross-Functional Enablement
- Partner with Solutions Engineering to develop compelling technical demonstrations, proof-of-concepts, and architecture discussions that powerfully accelerate customer engagement and drive deal velocity.
- Collaborate with Marketing to develop and execute impactful campaigns, events, and thought leadership initiatives; lead webinars and customer briefings that establish Keysight's brand credibility and market authority in government sectors.
- Foster strategic relationships with channel partners, systems integrators, and leading defence primes; work collaboratively to identify and capitalize on co-selling opportunities that expand market reach and accelerate growth.
- Work strategically with customer success and professional services teams to ensure smooth, successful deployments and drive rapid adoption, creating powerful reference customers that fuel future sales growth.
Technical Business Strategy
- Draw on your deep technical expertise to understand complex customer challenges and translate requirements into innovative, winning solutions; partner with Solutions Engineering to develop technically robust proposals that deliver sustainable competitive advantage.
- Maintain deep expertise on evolving government technology priorities, emerging threats, and mission-critical capabilities (network security, cloud modernisation, zero trust, observability) and how Keysight's innovative solutions uniquely address them.
- Provide strong technical credibility and leadership in customer engagements, architecture discussions, and proof-of-concept planning; ensure solutions are technically robust, compliant, and aligned with evolving government standards and security frameworks.
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Required Qualifications
- Bachelor's degree in Engineering, Computer Science, Information Technology, Cybersecurity, or a related technical field.
- 10+ years of proven success driving significant business growth and customer success in enterprise technology markets (infrastructure, cybersecurity, or related domains).
- 5+ years in customer-facing technical business development, with a proven track record of building strategic relationships, winning competitive complex deals, and accelerating pipeline growth with enterprise and government clients.
- Demonstrated experience supporting UK government agencies, defence organisations, or public-sector customers.
- Strong technical foundation in enterprise networking and cybersecurity concepts (routing, switching, network security architectures, cloud networking, network monitoring, application delivery, threat detection) with ability to apply knowledge strategically to business challenges.
- Prior experience working with UK defence primes, subprimes, and systems integrators in government engagements.
- Proven ability to deliver compelling executive-level presentations and engage credibly as a trusted advisor with both technical and non-technical stakeholders.
- Exceptional communication, relationship-building, and stakeholder management skills with the ability to influence across organisational boundaries.
- Fluency in English required.
- Ability to travel approximately 50% across the UK.
Preferred Qualifications
- Prior experience working within a government agency, government contractor, or technology vendor in a business development or strategic account role, building relationships and pipeline within government markets.
- Working knowledge of Zero Trust architecture, National Cyber Security Centre (NCSC) guidance, UK government security frameworks, and product certifications (Common Criteria, FIPS 140).
- Familiarity with UK government procurement frameworks and processes (e.g., Crown Commercial Service).
- Existing eligibility for UK Security Clearance (SC) or ability to obtain one.
- Track record of establishing market presence and capturing new logos in competitive government environments.
What We're Looking For
We're seeking a hungry and motivated professional who thrives in a strategic market-building environment. You're entrepreneurial, relationship-focused, and energised by establishing presence in new government markets. You combine genuine technical credibility with strong business development instincts—you can speak authoritatively about technology challenges but your real passion is understanding customer priorities and winning deals. You understand government procurement complexity and mission-critical requirements, and you're driven to help UK agencies modernise their infrastructure. You're comfortable owning outcomes—from identifying opportunities to closing deals to ensuring customer success.
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