Cyber and Managed Services - New Business Sales (T&C)

BAE Systems.
09 Jan 2019
28 Feb 2019
Job Role
Pre Sales
Job Type
The Applied Intelligence division of BAE Systems delivers solutions which protect and enhance the connected world. Everything we do creates a safer future.
We want to solve problems for our customers and by bringing together great minds, we can work together to make the world a safer place.
The role of New Business Sales Executive is to set the vision and direction for engagement with new and existing clients, with core focus on Managed Security Services solution, Cyber, Risk, Intelligence and Cloud Security solutions. Serves as a strategic partner to customer, managing relationships and engagements with prospects (new customers) or significant new business in existing accounts.
This role will sit in the T&C business unit (Technology and Commercial) as part of the new organisation structure from 2018. The Technology & Commercial (T&C) business brings together our UK and US Commercial customers that are currently serviced across our three business divisions.  T&C brings together a wide range of offerings including Cloud Security, Managed Security Services and Consulting & Delivery Services (eg Data, Cyber, S&I).
Key Accountabilities
As New Business Sales Executive:
o Promotes customer intimacy by building a culture that's open to change, innovation, and growth across BAE Systems. Combines and leverages best practices, industry trends, and experience to achieve the best result for the customer
o Responsible for delivering KPIs (pipeline, orders, customer satisfaction and customer churn), ensuring Order Intake is in line with or above plan
o Utilises and leverages best practices developed during customer engagements on subsequent engagements, leveraging success for winning new customers in a respective industry
o Participates in the development and execution of long term integrated client account plans and opportunities; directs resulting business development efforts
o Holds overall responsibility for Client Relationship at the prospect's senior/executive management level. Plans, directs and controls sales and marketing activities to continually reflect customer trends, market fluctuations and changes in business practices/technology
o Identifies value for the client by providing leadership and influencing direction and innovation. Manages customer relationship. Serves as the single point of contact for customer. Establishes relationships proactively and grows customer intimacy.
o Provides industry expertise and client business acumen. Sells higher level services and solutions to the customer, enabling competitive advantage for them in the marketplace. Manages the communication with the client
o Identifies best practices and facilitates introduction across BAE Systems Applied Intelligence
o Formulates and executes business development strategies and directs major proposal activities as appropriate
o Collaborates with the divisions to establish their short- and long-term strategies to deliver services to customers within reasonable schedules and budgets
The successful candidate will be a self-starting individual with the ability to drive growth in the Cyber Security arena. The performance and personal competencies required for the position include:
Business Acumen
•Experience and successful track record selling into one or more target sectors
•Good experience selling Managed Security Services
•Track record of winning or delivering profitable, sustainable deals
•Experience of shaping client requirements and providing business cases
Setting Strategy
•Proven ability to work in high performing teams to rapidly develop new business solutions often with direct interaction with client stakeholders
•Experience of defining and iterating client value propositions
•Keen awareness of the value levers within their sector
Executing for Results
•Track record of meeting or exceeding sales targets over a number of years or demonstrable track record of supporting other sales/account management professionals meet or exceed their targets
•Understanding of the pipeline management process
•Disciplined sales execution with reliable sales forecasting
Leading Teams
•Experience in leading and motivating teams
•Record of collaboration with delivery teams to shape, sell and maintain deals
Building Relationships and Using Influence
•Track record of building and sustaining client relationships
•Demonstrable track record of securing, building and maintaining executive sponsorship within previous employers
Security Clearance is required for this vacancy. If you are not currently Security Cleared, you will need to be eligible for this and willing to go through the process. For more guidance on National Security Vetting please click here.
About BAE Systems Applied Intelligence:
We help nations, governments and businesses around the world defend themselves against cyber crime, reduce their risk in the connected world, comply with regulation, and transform their operations.  We do this using our unique set of solutions, systems, experience and processes.
Our success is down to our people. The changing nature of our business means that we're constantly looking for the brightest talent to help us fulfil our ambitions. As an experienced professional, we'll entrust you with responsibility; this means that you'll have client contact, variety and support from day one.
We'll encourage and support you to develop your skills and reward you as you grow. Whatever your area of expertise, you'll be much more than just a job title; you'll be an integral part of the business where your individual contribution makes a difference every day. Great minds deserve great rewards, so we also offer a very competitive salary and benefits package.
Diversity and inclusion are integral to the success of BAE Systems Applied Intelligence. Staying competitive in today's global marketplace requires an organisational culture where employees with varying perspectives, skills, life experiences and backgrounds - the best and brightest minds - can work together to achieve excellence and realise individual and organisational potential. We also welcome discussions about flexible working.
Division Overview: Commercial Solutions
BAE Systems has been in the business of protecting some of the world's most important assets and networks for over 100 years. We apply the same techniques, intelligence and strategy used in defending nations and governments to businesses as well.  That's us - Commercial Solutions - a division of BAE Systems that specializes in providing businesses around the globe with the products and services they need to stay protected in today's connected world.

We offer a broad portfolio of on premise, managed and cloud-based products and services that are proven to protect our clients against financial crime and persistent cyber attackers. 
We aim to be a global industry-leading, cyber and financial crime products business and will do this by leveraging the BAE Systems brand and by delivering higher grade security solutions for our clients.

Help us secure a connected world by being an unseen hero. Apply now and be inspired.