Business Development Director

Business Development Director – Defence & National Security

Location:

Flexible / London / M4 Corridor (with UK&I travel as required)

Security Clearance:
Eligible and willing to undergo high‑level UK government security clearance

Our purpose is to make the world more sustainable by building trust in society through innovation. As a Business Development Director (BD Director), you will contribute by engaging the Defence & National Security market, shaping opportunities around real customer challenges, and helping Fujitsu play a meaningful role in safeguarding the UK and its allies.

The Business Development Director is a senior, market‑facing business development role within Fujitsu’s Defence & National Security business, focused on building strong customer relationships, shaping opportunities, and developing a high‑quality pipeline aligned to real Defence and Security challenges. Operating within an established strategic framework, the role is centered on leading customer‑facing campaigns, engaging the Defence & Security market, and building a robust pipeline aligned to genuine customer needs and market demand.

The role spans the full sales lifecycle – from early market engagement and campaign shaping through to handover into formal bid – working closely with bid and delivery teams to ensure opportunities are well‑positioned, clearly articulated and executable. As part of a collaborative Business Development team, the role requires a balance of strategic judgement and hands‑on execution, creating momentum in the market, aligning internal contributors, and converting relationships and insight into high‑quality, competitive pursuits.

• Contribute to the identification and prioritisation of Defence & National Security campaigns as part of the Business Development team, informed by market insight, customer needs, partner capabilities and Fujitsu’s offerings.
• Take ownership for shaping and executing agreed campaigns, defining where to play, target customers, problem spaces, value proposition and routes to market.
• Develop and execute campaign plans for assigned campaigns, creating momentum through structured market engagement and opportunity shaping.
• Feed insight from campaign execution back into wider campaign prioritisation and future focus areas.
• Own the progression of opportunities through the pre‑contract sales lifecycle, from early qualification and shaping through to handover into formal bid.
• Qualify and prioritise opportunities to focus effort on high‑value, winnable pursuits aligned to customer need and Fujitsu capability.
• Shape opportunity positioning, value propositions and win themes, maintaining momentum as opportunities move towards procurement.
• Support structured handover to bid and delivery teams, ensuring continuity of customer context, insight and campaign history.
• Operate as an integral member of the Business Development team, working collaboratively to align campaigns, share market insight and coordinate activity.
• Engage constructively with bid, delivery and partner teams to ensure opportunities are competitive, executable and well‑shaped.
• Maintain accurate and up‑to‑date campaign and opportunity information in line with agreed pipeline management and governance processes.
• Use pipeline insight to inform opportunity prioritisation, review activity and future market engagement.

• Defence & National Security business development:
  Proven track record of full‑lifecycle business development, including early campaign shaping, pre‑sales through to opportunity progression and long‑term account growth.
• Defence procurement knowledge:
  Strong understanding of Defence procurement processes and frameworks, including SPT, ITT, competitive dialogue and formal assurance reviews (e.g. BAR/CAR).
• Customer intimacy and senior stakeholder influence:
  Experience building trusted advisor relationships with MOD, Armed Forces, Defence Digital or national security organisations, with credibility at senior customer and executive levels.
• Opportunity shaping and technology alignment:
  Ability to translate customer challenges into well‑shaped opportunities, aligning needs with…