Client Lead – National Security
We are looking for an experienced Senior Client Manager to lead our National Security engagements across the UK. In this role you will provide strategic direction, build and nurture relationships with key government and defense stakeholders, and drive growth for QinetiQ’s national security business.
Role Purpose
* Provide central focus and orchestration for all QinetiQ engagement with National Security clients to ensure coherence of Go‑to‑market strategy and all engagements.
* Build strong relationships and network across the customer community, lead on development of a coherent engagement plan and oversee its implementation across this community.
* Build in‑depth understanding of National Security clients’ strategic aims, budgets and funded programme lines.
* Build, coach and mentor the Client Management team who report directly into this role and who are aligned with key client accounts within this market segment.
* Day‑to‑day leadership and mentoring of this Client Management team.
* Implement and support ongoing development of operational tempo and heartbeat to drive coherent engagement across all relevant QinetiQ stakeholders.
* Work with Sector MDs and BD Director to develop and implement GTM strategy for National Security.
* Ensure coherency of our GTM strategy across Defence and wider Government as appropriate.
* Ensure ongoing alignment with IDTs to ensure effective and efficient development and execution of farmed opportunities.
* Develop and execute larger strategic opportunities and propositions working with the BDD and Head of Capture and Bidding.
* Business planning to support ISBP development and year‑in‑year forecasting.
* Ensure alignment with wider QinetiQ through peer‑level stakeholder engagement (Capture Managers, CTO office, Campaign BD leads).
Key Accountabilities
* Provide direct, hands‑on leadership and coordination of all QinetiQ engagements with this client; nurture and develop the Client Management team, ensuring they are appropriately trained and follow best practice.
* Build thorough understanding of client stakeholders, organisational constructs and ways of working; coordinate all QinetiQ engagements to ensure alignment of messaging across our business.
* Develop a coherent Go‑to‑market strategy for this client, leveraging an in‑depth understanding of the client’s own strategy, budget and forecasted spend on future procurements.
* Engage with UKI Strategy Director and TOE functions to ensure QinetiQ’s growth plans are aligned with those of National Security clients and that the necessary skills and capacity are built.
* Secure in‑year orders in line with targets, building a credible pipeline for future growth and delivery of longer‑term ISBP commitments.
* Collaborate with UK Intelligence Head of Capture and Bid Management to implement capture plans for major opportunities in Defence and Training markets.
* Engage proactively with the Intelligence Sector BDD and Operations Lead to provide a clear forward view of the pipeline and resourcing requirements.
* Engage with Global Campaigns and UK Defence Sectors to ensure cross‑collaboration areas are known, understood, and executed.
* Promote best practice by liaising with Group Business Winning Excellence, ensuring all activities follow company requirements and training schedules.
* Ensure compliance with all business‑winning policies, including Ethical Trading Policy, Exports, and third‑party Commercial Intermediaries policies.
Key Competencies
* Leadership across senior professionals spanning business and functional boundaries, using influential leadership within a complex matrix structure.
* Business development with a proven track record of building credible pipelines, high conversion rates, and delivering challenging targets.
* Execution of win strategy for complex, multi‑million‑pound deals at scale.
* Domain relevance: winning business with Defence organisations, particularly Stratcom, Defence Digital, Defence Intelligence, DSTL, and front‑line commands.
* Deep customer domain knowledge and relationships, providing thought leadership and developing compelling QinetiQ propositions.
* Wider industry relationships at executive level, engaging to build partnering strategies.
Experience & Qualifications
* Proven track record in developing and executing a scale pipeline (c£200m) with high conversion rates, delivering c£100m orders in year.
* Proven track record in cradle‑to‑grave execution of win strategies, winning competitive tenders (over c£30m).
* Experience leading and mentoring business development teams to implement compelling strategies and tender responses.
* Ability to influence across matrixed organisational structures, harnessing wider capabilities for strategy and tender execution.
* Technical background in Data Intelligence, Communications, Cyber Security and Sensor technologies to link technology with client business problems.
* Track record of navigating complex, multi‑disciplinary stakeholder communities and influencing executive‑level decision making.
* Over 10 years in Defence and Secure Government environments, with focus on Defence Digital, Defence Intelligence, DSTL, and front‑line commands.
* Established network within the defence community with a strong reputation for consistent delivery.
* Established network within other commercial organisations in this market, recognised for trust and mutual respect.
* Security clearance to access core clients and operational procurement strategies.
Why Join QinetiQ?
At QinetiQ, we are building the future of defence technology. You’ll work with brilliant minds on cutting‑edge solutions, enjoy a collaborative environment, and have the opportunity to shape new markets worldwide. QinetiQ values diversity, inclusion, and authentic innovation. Learn more about our culture at qinetiq.com.
Our Benefits
* Matched contribution pension scheme, with life assurance.
* Competitive holiday allowance, with the option to purchase additional days.
* Health cash plan, private medical insurance and dental insurance.
* Employee discount portal (personal accident, travel, restaurants, cinema, etc.).
* Support for the Armed Forces community through the Armed Forces Covenant.
* Volunteering opportunities to help charities and local community.
Our Recruitment Process
We strive to make our recruitment process inclusive, welcoming candidates of all backgrounds. If you have a disability or health condition that may affect performance in certain assessment types, please speak to your recruiter about reasonable adjustments. Many roles in QinetiQ require national security vetting; existing vetting may be transferred upon appointment. Minimum eligibility for SC clearance is required for this role.
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