Job Description

Headquartered in the UK, QinetiQ Group Plc (\xe2\x80\x9cQinetiQ\xe2\x80\x9d) is a world leading research and technology business, providing expert advice, services and innovative products. The company deploys its scientific and technological knowledge, proven research capabilities and unique, purpose-built facilities to advance the mission of its global customer base across defence, security and critical national infrastructure markets. QinetiQ is listed in the UK, employs more than 6,000 people around the world and has total revenues in excess of \xc2\xa31bn.

QinetiQ\'s UK Intelligence Sector helps customers respond to evolving threats, leveraging its expertise in cyber security, secure communications networks & devices, intelligence gathering and training. QinetiQ is a leading provider of cyber security services to the UK Public Sector, CNI and Commercial sectors, with a secure bedrock of revenue and an excellent reputation across its high profile customer base. Through ongoing investment, we are driving increasing momentum in our Cyber business delivering a high value, mission critical advisory services into blue chip customers within the Public Sector, CNI and Commercial market sectors.

The Role

As such an exciting opportunity now exists for a Senior Sales Manager - CNI and Commercial who will play an instrumental role in delivering our growth ambitions within these sectors.

The primary purpose of this role is to drive growth within CNI and Commercial Sectors as follows:

• Delivery of order intake targets within this sector at c\xc2\xa33m p.a. growing to c\xc2\xa35m p.a. over 3 years;
• Development of qualified and credible pipeline within this sector to support in year order intake and future growth;
• Maintenance of high conversion rate for qualified opportunities within competitive terrain;
• Maintenance and development of external stakeholder relationships along with up to date understanding of market dynamics;
• Engagement with the wider QinetiQ business to inform roadmap development, pricing approach, marketing strategy and associated collateral to support ongoing pipeline development and execution.

Key Accountabilities * Deliver order intake number within CNI and Commercial Sectors: develop credible pipeline and secure in year order intake targets whilst building platform for future growth.

• Generate and convert new pipeline: extend QinetiQ\'s customer base and market share through the generation of new, qualified leads within the CNI and Commercial sectors and subsequently lead sales strategy to ensure high conversion rate within a competitive environment.
• Drive winning bids: working with QinetiQ\'s BD, technical, capture and bid management teams ensure that strong bid responses are put forwards based upon clear understanding of customer hot buttons, customer budgets, competitive terrain, and partnering approach.
• Market Knowledge: maintain an up to date view of market dynamics including Customer Drivers/Hot Buttons, regulatory requirements, threat evolution, competitive terrain, trends in service offerings.
• External stakeholder engagement: maintain an active network at customer C-Suite levels within our target markets. Maintain network with potential competitor and partner organisations.
• Inform QinetiQ\'s capability/strategy development: based upon market knowledge above, inform QinetiQ\'s investment strategy for future capability development.
• Inform QinetiQ\'s sales enablement: identify reasonable collateral that should be put in place in order to support customer journey and drive successful sales campaigns from initial lead generation through to sales closure.
• Inform QinetiQ\'s marketing campaigns: again based upon market knowledge, work with QinetiQ\'s marketing team to develop targeted marketing campaigns to support lead generation with new customers.

Key Competencies * Ability to consistently meet challenging order intake targets for our services within CNI & Commercial market sectors.

• Deep knowledge of market sector dynamics: customer trends, hot buttons, threat evolution and competitive terrain within these markets.
• Current network with C-Suite customers across CNI market sector, and relationships with competitors and potential partner organisations. Established personal brand within the market.
• Ability to secure new clients and grow market share through front-end lead development followed up with coherent sales campaigns.
• An ability to engage credibly at customer C-Suite level, building close and enduring relationships through consultative engagement.
• Ability to marshal internal resources to support sales campaigns, pulling the company\'s capability to drive client journey from initial engagement through to sales closure.
• Ability to influence internal R+D investment in developing the value proposition/development roadmap to maintain differentiation in the market and also build supporting collateral to drive customer journey from initial engagement through to sale closure.
• Significant energy, tenacity, drive and resilience, with the ambition to grow a revenue stream and build a career within QinetiQ.

Fully conversant with HMG procurement processes, CCS and other framework contracts in optimising routes to market for target customers in these sectors.

Why join QinetiQ?

As we continue to grow into new markets around the world, there\'s never been a more exciting time to join QinetiQ. The formula for success is our appetite for innovation and having the courage to take on a wide variety of complex challenges.

You\'ll experience a unique working environment where teams from different backgrounds, disciplines and experience enjoy collaborating widely and openly as we undertake this exciting and rewarding journey. Through effective teamwork, and pulling together, you\'ll get to experience what happens when we all share different perspectives, blend disciplines, and link technologies; constantly discovering new ways of solving complex problems in an diverse and inclusive environment where you can be authentic, feel valued and realise your full potential. Read more about our diverse and inclusive workplace culture .

Joining QinetiQ offers you an opportunity to work on a broad range of interesting defence-based projects with vast career progression across a global organisation in addition to competitive personal and professional benefits. You\'ll receive a highly competitive salary and benefits package: our basic salaries are very attractive as we constantly review what\'s happening in the market. The range of benefits that we offer include, adaptive and flexible working, generous holiday entitlements, Health Cash Plan, Private Medical Insurance and Dental Insurance and much more.

About QinetiQ

As a company of over 6,000 dedicated professionals, we are a world-centre of excellence in research and development and act as a catalyst for fast-track innovation, offering outstanding experimentation facilities, and technical, engineering and scientific expertise. QinetiQ is made up of dedicated experts in defence, aerospace, security and related markets, all working together to explore new ways of protecting what matters most. Being part of QinetiQ means being central to the safety and security of the world around us. Partnering with our customers, we help to save lives; reduce risks to society; and maintain the global infrastructure on which we all depend. Come and find out how you can play a role.

Please note that many roles in QinetiQ are subject to national security vetting. Applicants that already hold the appropriate level of vetting may be able to transfer it upon appointment, subject to approval. A number of roles are also subject to restrictions on access to information that mean factors such as nationality, previous nationalities held and the country in which you were born may have an effect on the roles that you can be employed in.

QinetiQ