Job Title: Client Manager - Public Sector
Global Grade: GG13
Location: UK Sites (Farnborough, Boscombe Down, Bristol, Portsmouth)
Role Type: Permanent – Full Time. Compressed working patterns available.
Role ID: 19178
Role Purpose
• Client management of key Public Sector accounts, drive annual revenues from this account from £2M to £5M.
• Provide coordinating interface and point of contact across customer stakeholder community in key accounts for cradle to grave engagement from up front strategy, business development through to operational programme delivery.
• Provide clear communications between key account stakeholders and internal QinetiQ teams in order to ensure common understanding of customer strategic growth plans, planned procurement opportunities and status of delivery across project portfolios.
• Proactive link back to the QinetiQ business to ensure forward planning, capability development and resource requirements are known and can be planned against in order to meet future demand from key accounts.
• Similar to above, link back to the QinetiQ business to ensure that any issues/challenges with ongoing project delivery are flagged early so that remediation and response can be planned effectively.
• Proactive engagement with key account stakeholders to understand/help inform and shape their future strategies as appropriate, and that QinetiQ continues to be well positioned to deliver into these strategies.
Key Accountabilities
1. Stakeholder engagement: development and implementation of key account stakeholder engagement plans - building trusted relationships across procurement and operational parts of their organisations. Establish similar relationships within QinetiQ to facilitate effective coordinating role across strategy development/BD and operational delivery.
2. Strategy development: build a detailed understanding of the key account’s strategic plans, their key drivers, constraints and hot buttons. Help shape and inform their strategy development by leveraging wider QinetiQ experience and perspective. Feedback to QinetiQ to help support our strategic planning and investment decisions.
3. Opportunity Development: following on from above, build detailed understanding of key account’s budgets and future procurement plans. Provide clear comms and conduit back to the QinetiQ business to inform investments and future BD/Capture planning to align with customer strategies and planned procurements.
4. Operational delivery: through established customer relationships, build picture across our portfolio of delivery projects, eg customer perceptions of what is going well and what is not, where we have performance issues and what impacting factors are likely to emerge in the future. Subsequently feed this back to the QinetiQ team to inform future planning and early corrective actions as needed/appropriate. Inform messaging strategy and support communication back to customers in relation to performance/improvements that can be made in operational delivery. Where necessary facilitate meetings of relevant parties from both sides to support resolution.
5. Heartbeat and tempo: support development of business rhythm between key accounts and QinetiQ (eg monthly account reviews, project reviews) bringing stakeholders from both sides together to support ambition of partnership (eg assured common view on operational delivery/performance and alignment on future strategic development and emerging opportunities). Proactively participate in this rhythm throughout.
Key Capabilities/Knowledge
• Domain knowledge: strong background working in and knowledge of the Cyber Security domain. In depth understanding of key drivers and constraints that will steer future strategy with an ability to link this to technical/operational requirements.
• Stakeholder management: ability to build relationships and inspire confidence at multiple levels with key accounts and QinetiQ organisations. Ability to span Operational, Commercial and Procurement domains to provide single coordinating role.
• Strategic vision: ability to operate in a complex environment with conflicting demands and diverse set of stakeholders to build clear strategy and forward path.
• Influence/Trust: ability to influence and engender trust across diverse (internal/external) stakeholder community in order to help attain consensus in environments where frequently there is no clear single way forwards and diverging stakeholder views.
• Business acumen: ability to balance conflicting demands across multiple fronts to determine optimal way forwards for key acounts whilst also ensuring QinetiQ’s business interests are met.
Experience & Qualifications
• Proven track record of business development working in and around the Public Sector.
• Established network within key accounts, built upon trust and mutual respect.
• Strong Technical/Operational background, particularly in Cyber Security market with in depth understanding of current status and future trends.
• Ability to work effectively across multiple stakeholders, providing clarity in a complex terrain/managing differing personalities/managing conflicting views and drivers to provide alignment and consensus on direction of travel.
• SC security clearance to allow access to key account stakeholders and visibility of their key strategic drivers and operational challenges in sufficient detail to support QinetiQ future strategic planning and ongoing operational delivery to this customer.
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.
As a QinetiQ employee, 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 a diverse and inclusive environment where you can be authentic, feel valued and realise your full potential. Visit our website to read more about our diverse and inclusive workplace culture.
Our Benefits
1. Matched contribution pension scheme, with life assurance
2. Competitive holiday allowance, with the option to purchase additional days
3. Options to join Health Cash Plan, Private Medical Insurance and Dental Insurance
4. Employee discount portal: Personal Accident Insurance, Travel Insurance, Restaurants, Cinema Tickets and much more
5. We are proud to support the Armed Forces community by honouring the Armed Forces Covenant and maintaining our Gold Award standard in the Defence Employer Recognition Scheme
6. Volunteering Opportunities - helping charities and local community
Our Recruitment Process:
We want to make sure that our recruitment process is as inclusive as possible and we aspire to bring out the best in our candidates by creating an environment where everyone feels value, heard and supported. If you have a disability or health condition that may affect your performance in certain assessment types, please speak to your Recruiter about potential reasonable adjustments.
Many roles in QinetiQ are subject to national security vetting being completed, applicants who already hold the appropriate level of vetting may be able to transfer it upon appointment. A number of roles are also subject to additional restrictions, which mean factors such as nationality or previous nationalities may affect the roles that you can be employed in.