Account Manager; DSTL

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• Drive pipeline growth in important domains across a DSTL pipeline of £3bn over three years. Prepare the market and nurture and create new opportunities. Hands on execution / development of early-stage opportunities, nurturing and developing them to the point that they can be handed over as qualified opportunities to the Capture team. Deliver three
• Coordinate and collaborate across wider QinetiQ DSTL facing team and wider QinetiQ to help inform our own strategic development .ie. skills, capabilities, investment, partnerships to implement these opportunities and maximise our returns from them.
• Ensure coherence in development of these opportunities. Engage across QinetiQ including Client Leads/Capture and Bidding Director/MDs and wider QinetiQ to ensure we are bringing the best we can to bear including through positioning and lily pad deals.
• Support Strategic Captures & Business Development: drive major capture activities, bids and proposals for high-value programmes
• Develop and drive QinetiQ’s Growth Strategy across DSTL.
• Identify, evaluate, and prioritise new market opportunities and adjacent capabilities across DSTL.
• Customer & Market Engagement; build trusted relationships with senior stakeholders across UK Ministry of Defence – primarily in Dstl and extending where appropriate to include MSHQ, Strat Com, FLCs, and UKDI at 1
  * level in order to influence our proposal pipeline with Dstl.

• Customer relationship. Lead step-change increase in time spent deployed onto Dstl customer sites and sharing of relationships and knowledge gained across Qineti
  
  Q. Through this approach, enhance customer intimacy, threat intelligence and pipeline growth.
• Stakeholder management: build thorough understanding of the appropriate stakeholder chain, organisational construct and ways of working. Coordinate with Client Management re. engagements (also, in collaboration with Strategic Engagement Director) into this community to ensure alignment of messaging across our business. Identify future market trends and create competitive advantage through deep understanding of customer missions, emerging threats, and technology landscapes.
• Strategic Planning with DSTL facing Integrated Delivery Teams (Business Units): Develop and agree with the Chief Technology Officer and UK Business Development Directors opportunities to deliver the growth plan in near and long term, consistent with the latest company strategy – including designating, establishing and managing the strategic captures within the Strategic Growth portfolio.
• Growth Leadership: provide collaborative leadership and coordination of all QinetiQ engagements across DSTL. Be a leading contributor with the across Growth, demonstrating company best practice and that it follows this routinely in the execution of all Business Winning activities in this area. Support delivery of in-year Dstl sales target and five year pipeline.
• Go to market Strategy: working across internal and external stakeholders develop a coherent Go to market Strategy for major strategic pursuits. This GTM strategy should leverage thorough and in depth understanding of the client’s own strategy, budget and forecasted spend on future procurements.
• Support Development of QinetiQ strategy: engage with Chief Technology Officer, Business Development Directors and relevant Managing Directors to ensure that QinetiQ’s own strategic growth plans are aligned with those of clients and that we are building skills and capacity necessary to execute on that strategy.
• Capture/Bid Management: engage with UK Intelligence and UK Defence Heads of Capture and Bid Management to ensure that…