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Roke is a world-class technology and engineering consultancy. Roke delivers advanced research, development services, and products to high-profile customers who approach Roke with varied and challenging problems to solve.
Roke is currently recruiting a sales professional within its Futures Business Unit, with experience in developing and selling sensor processing and autonomous control solutions, primarily into the Defence markets. Broader experience would be a benefit. This is an exciting opportunity to make a significant impact in a fast-growing sector.
The successful applicant will work with our Defence business unit, CTO, and Autonomy specialists to develop new solutions targeting the Defence market, utilizing a combination of customer funding and internal investment.
Roke’s Futures business unit leverages expertise across various industries to provide rapid, innovative, and secure solutions to complex challenges. Our solutions encompass Intelligent Sensing, Situational Awareness, and Autonomy in aerospace inspection, law enforcement, government, critical infrastructure, and healthcare.
Job Purpose & Key Responsibilities
1. Develop, implement, and execute sales growth strategies through direct and partner sales campaigns.
2. Identify, build, and manage new and existing key client relationships to maximize revenue and customer value.
3. Align sales and internal innovation roadmaps with customer priorities across the business.
4. Manage sales, bids, and quotes with direct and partner channels following company governance.
5. Influence and manage client and partner requirements and expectations.
6. Coordinate sales and engineering interactions to effectively sell Roke’s services, ensure successful bids, and resolve customer issues.
7. Lead bids and pre-sales teams to generate winning proposals for new business.
8. Achieve or exceed order and revenue targets.
9. Maintain accurate pipeline management, forecasting, and budgeting.
10. Contribute market intelligence to support and enhance the Roke CRM ecosystem.
11. Support the development and execution of the Futures business unit strategy.
12. Collaborate with marketing on lead generation and brand awareness strategies.
13. Create compelling client propositions aligned with market needs.
Knowledge, Skills & Experience
1. Proven experience in direct sales of R&D activities, technical solutions, services, and emerging products within the Defence Market.
2. Experience with solution selling methodologies.
3. Strong ability to develop senior client relationships supported by strategic account development plans.
4. Understanding of Autonomy, machine vision, AI/ML, data science, and sensing technology.
5. Entrepreneurial mindset with comprehensive knowledge of sales strategies and a drive to succeed.
6. Ability to understand client business and market challenges and provide innovative, client-language solutions.
7. Proven ability to qualify opportunities quickly and convert them into orders.
8. Experience in planning and delivering successful bids within short timescales, acting as the voice of the customer.
9. Exceptional communication and negotiation skills, capable of engaging with senior management and executives.
10. Effective in both local and remote team leadership, inspiring team collaboration.
11. Strong analytical skills.
12. Willingness to travel and stay away from home as needed.
Security
Due to the nature of this position, candidates must be eligible to achieve SC clearance.
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