New Business Sales & Development

BAE Systems.
18 Feb 2019
02 Apr 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 & Data / Digital solutions. Serves as a strategic partner to customer, managing relationships and engagements with prospects (new customers) or significant new business in existing accounts.

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:
As a company committed to inclusion, we welcome applicants from all backgrounds and on a full or part-time basis. Diverse perspectives and innovative thinking are fundamental to our continued success. As an international organisation we strongly support flexible working conditions to accommodate for working in different time zones, cultures, patterns and client facing environments. We encourage all our staff to think about how they and their teams can work flexibly to get the best balance and results for our organisation and every individual.
Division Overview: International Services and Solutions (IS&S)
International Services and Solutions (IS&S) exists to satisfy the Applied Intelligence strategy to grow in the international large-scale security market by leveraging government relationships and differentiated propositions. Our mission is to support those who defend nations, organisations and citizens from physical and cyber threats. As well as our traditional deep expertise in communications intelligence for governments and telecommunications companies, we help our customers collect, store, analyse, and extract intelligence from open source information and to fuse multiple data sources into insightful intelligence.
We also help our clients monitor cyber activity to identify new threats and threat actors within the cyber domain, locally and nationally, and build secure communications infrastructure. We are the home for advanced electronic capability within Applied Intelligence and solve our client's requirements with a mix of advanced software and hardware solutions combined with associated services offerings.
The IS&S structure includes five regions and our Core Capability teams. They are supported by a number of functions, including Business Development and Sales, Engineering, Operations and Delivery, Finance, HR, Commercial and Legal.

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

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