Director of Business Development (Defence)

An exciting opportunity has arisen for an experienced Business Development Director to play a pivotal role in driving growth within the Defence sector. This senior leadership position is ideally suited to a commercially astute business development professional with a proven track record of securing large-scale, complex opportunities and building lasting relationships with senior decision-makers.

The successful candidate will lead strategic business development initiatives, identify and convert high-value opportunities, and strengthen the organisation's position as a trusted partner delivering innovative digital and technology-led solutions. Working closely with colleagues across delivery, marketing, operations, legal and commercial teams, they will help shape and execute growth plans that deliver sustainable revenue and long-term customer value.

Key Responsibilities

Drive Business Growth and Revenue Generation

• Develop and execute sector-specific business development strategies that support ambitious growth objectives.
• Build, manage and maintain a robust pipeline of opportunities across existing and prospective clients.
• Accurately forecast sales performance and revenue across future quarters.
• Achieve and exceed agreed sales, revenue and profitability targets.

Lead Strategic Pursuits

• Create and implement targeted account plans for key customers and prospects.
• Lead complex bid and pursuit activities, coordinating multidisciplinary teams to secure major contracts.
• Identify new routes to market and opportunities to expand existing customer relationships.

Become a Trusted Client Advisor

• Develop a deep understanding of customer priorities, challenges and transformation goals.
• Apply a consultative sales approach to identify opportunities where digital and technology solutions can deliver measurable value.
• Build credibility and trust with stakeholders at all levels, including executive leadership teams.

Develop High-Value Commercial Opportunities

• Structure and negotiate commercially viable agreements that align with organisational objectives and customer requirements.
• Ensure opportunities deliver sustainable profitability while supporting strategic growth ambitions.
• Lead commercial discussions through to successful contract award and mobilisation.

Build Strategic Partnerships

• Establish and nurture relationships with technology partners, suppliers and industry stakeholders.
• Create mutually beneficial partnerships that strengthen market positioning and expand business opportunities.
• Promote collaborative working to maximise joint value creation.

Influence Senior Stakeholders

• Engage confidently with senior leaders, procurement teams and C-suite executives.
• Present compelling business cases, proposals and solution strategies.
• Navigate complex stakeholder environments and negotiate favourable outcomes.

Champion Collaboration and Leadership

• Work closely with colleagues across sales, delivery, commercial and operational functions to maximise business opportunities.
• Foster a collaborative culture that encourages knowledge sharing and cross-functional success.
• Support and mentor team members, helping them achieve their professional and career development goals.

Essential Skills and Experience

The ideal candidate will demonstrate:

• Significant experience in Defence sector business development, with a strong understanding of procurement processes, commercial frameworks and opportunity management.
• A proven track record of winning and delivering multi-million-pound contracts within complex and highly competitive markets.
• Experience developing and executing strategic account plans that generate sustainable revenue growth.
• Strong commercial acumen, including the ability to develop complex pricing models, commercial propositions and contractual agreements.
• Exceptional communication, presentation and stakeholder management skills, with the ability to influence executive and C-level audiences.
• Extensive networking capabilities and a well-established ability to build trusted relationships with senior decision-makers.
• Broad technology knowledge and awareness of emerging digital trends, including their impact on Defence and public sector transformation programmes.
• Strong understanding of digital services and technology-enabled solutions, with the ability to clearly articulate value propositions and competitive differentiators.
• Outstanding negotiation and conflict resolution skills.
• Ability to thrive in a fast-paced, target-driven environment while maintaining sound commercial judgement.
• Demonstrated success in leading, coaching and developing high-performing teams.

Desirable Experience

• A minimum of five years' experience selling or delivering large-scale digital transformation, technology consulting or managed services solutions.
• Knowledge of Agile delivery methodologies and modern software development practices.
• Experience working alongside technology delivery teams to shape customer solutions and transformation programmes.