Market Development Director (Defence)

Overview

In this home-based role with travel, you will drive market demand and generate warm opportunities in the UK Defence sector. You’ll shape growth through account-based strategies, engage senior stakeholders, and collaborate with capture teams to influence major procurements. You’ll raise Capita’s brand and propositions at events and across partners, building a strong long-term pipeline and cross-sell opportunities. This role offers impact by expanding defence capabilities and strategic partnerships at scale.

Pay / Benefits

• bonus and benefits package
• professional growth
• flexible working
• 23 days’ holiday rising to 27
• private medical cover
• company pension

Responsibilities

• Develop new market opportunities in defence to unlock revenue streams
• Generate a healthy funnel to meet pipeline targets
• Create account-based growth strategies for assigned prospects and customers
• Develop executive relationships across Defence and related stakeholders
• Champion defence strategy and engage teams early in the sales cycle
• Lead new prospect engagement and early qualification aligning Capita with client needs
• Raise Capita’s profile through partnerships, client engagement and thought leadership
• Represent Capita at defence events, forums and engagements
• Provide market insights to shape propositions and go-to-market strategies
• Create and share cross-sell and up-sell opportunities across client groups

Key requirements

• Substantial experience selling into the UK Defence market, especially complex BPO and technology solutions
• Established relationships and strong customer network across MOD and defence industry
• Extensive knowledge of Government business development, MOD procurement, contracts, and buying behaviours
• Proven track record of driving year-on-year growth and leading new business campaigns (values 30M–500M+)
• Experience shaping opportunities with partners and consortiums
• Strong interpersonal, influencing, presentation and verbal communication skills
• SC clearance as a minimum (or eligibility to acquire it)

• Strong interpersonal and influencing skills
• Excellent presentation and verbal communication
• Strategic thinking and stakeholder management
• UK Defence market experience
• Knowledge of MOD procurement and government business development
• Experience with BPO and technology solution sales

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