Business Development Director - UK MoD

Location

Croydon, Cambridgeshire | United Kingdom

Job description

Janes enables militaries, governments, and defence companies to make critical decisions. Our expert-driven tradecraft, developed over 125 years, combined with human-machine teaming, delivers assured open-source intelligence across military capabilities and order of battle, equipment, events, countries, companies, and markets.

Linking millions of assured data points, Janes Open-Source Intelligence creates a framework of interconnected national security insights that allows our customers to better understand emerging threats, integrate all relevant data and connections into a single intelligence environment, and to deliver a more complete and accurate answer to their intelligence analysis. Using Janes, enables our customers to better use their scarce resource more effectively, to support better decisions with higher confidence, more quickly.

Job purpose

The Business Development Director works within a team that sells existing and specific new products or services to customers within UK Government, specifically focussed on the UK Ministry of Defence Strategic Command and wider UK Defence and National Security Enterprise. In this role, the Sales Director will work with limited supervision and have an empowered position, working to realise the UK Sales strategy. The Business Development Director will work on a variety of tasks, each requiring the analysis of a variety of factors, these being set within a broad sales framework, before proposing solutions to the wider business for approval and progression. With a deep understanding and knowledge of our customers, their challenges and missions alongside Janes business processes, commercial approach, and products & services, the Business Development Director is on hand to answer customer questions or requests, provide support from Janes, and build meaningful long-term relationships with key customer stakeholders.

How will you contribute at Janes?

• Reporting directly to the Global President for National Security and Govt, you will engage with multiple stakeholders and key decision makers (both internal and external), building effective long-term relationships. Aiming for high levels of customer satisfaction in all instances you will find and work with key influencers across an assigned group of customer accounts centred upon the UK MoD Strategic Command, one of Janes’ largest accounts globally.
• Generating a substantive sales pipeline, using core sales processes, to produce revenue in line with quota.
• Ensuring that accurate forecasting, pipeline management and other sales process / infrastructures are established, maintained and adhered to.
• Working with the Global President for National Security and Govt, and other janes colleagues, to create and manage demand generation action plans, within defined segments, in order to generate and grow through upsell and cross-sell opportunities.
• Providing "Insight" to customer decision making through Industry, business and extensive product knowledge.
• Able to clearly articulate the Janes value proposition.
• Working on issues of diverse scope where analysis requires evaluation of a variety of factors within a broad sales framework including a strong understanding of customer requirement.
• Has developed a detailed understanding of business, financial and commercial requirements, within a mandated bidding process, and also a deep understanding of products & services, account plan writing and management.
• Complexity of accounts, territory, products and services sold is varied - has developed an understanding of core sales processes that can be adapted accordingly.
• Answering customer questions /requests based upon an understanding of customer requirements, developing possible recommendations that demonstrate Value for Money and capability increase.
• Resolution of issues – problem solver mindset.

What will you bring to Janes?

• Given the seniority of the role, you will be an experienced seller, with a successful track record of significant revenue growth through commercial engagements with the UK Government and, ideally, direct national security experience.
• Working with complex, often time-sensitive requirements in a multi-stakeholder environment you will be skilled in dynamic planning and re-planning, effective communication, while remaining focussed on achieving the aim.
• A keen eye for the necessary detail in managing your accounts, preparing accurate business forecasts, and coordination of the support necessary to achieve your objectives.

Requirements

• Significant sales/business development experience in B2B environments.
• Proven experience of successfully selling into the UK Govt, including the UK MOD.
• Capability to develop knowledge on the Janes products and services specifically designed for the Defence industry.
• Capability to develop an understanding of Janes value proposition and core sales process.
• Demonstrate a good understanding and knowledge of UK Defence.
• High-level written and verbal communication skills, with English as a mandatory requirement and other regional language skills seen as a distinct advantage.
• Has developed industry expertise and networks.
• Familiarity with Government and National Security Intelligence processes, especially in the ‘C4ISR’ capability areas, and an understanding of the generic challenges faced by analysts.
• UK Security Clearance, SC minimum. (preferable)

We value diversity at Janes and are committed to equal opportunities and creating an inclusive environment for all our colleagues. We welcome applicants regardless of ethnic origin, national origin, gender, race, colour, religious beliefs, disability, sexual orientation and age.

Job tags

Salary