Senior Customer Lead, Defence

General, full-time, London, GTM, Growth & Accounts, Permanent employee, experienced, Other, Other

Defence is an important and growing sector for Plexal’s Innovation Services business, where Plexal supports defence clients across a range of areas, embedding innovation practices, designing new models for technology adoption and accessing new and emerging technologies.
The Senior Customer Lead, Defence, reports to the Director of National Security and Defence in Plexal’s Go-To-Market function and is responsible for driving client engagement across a range of stakeholders (from MOD to Defence Primes) to deliver growth for Plexal in the Defence sector.

• Act as Account Manager for Plexal’s existing Defence clients, ensuring strong, resilient partnerships through the whole life cycle of Plexal’s client engagement from prospecting, proposal development, opportunity identification, and customer satisfaction in project delivery.
• Drive Plexal’s growth in Defence through building creative and diverse partnerships for revenue across the UK Defence sector, including MOD (especially National Armaments Director Group), wider MOD bodies, and significant defence suppliers/primes. Own and manage senior relationships and build new routes to market from scratch.
• Provide high value defence sector expertise and a pre-existing network in defence to illuminate routes to market and opportunities for Plexal’s defence sector growth.
• Lead on critical Defence GTM activities including partnership with defence primes, collaboration with bid consortia and securing Plexal’s position on defence frameworks.
• Develop, validate and sell new propositions into the Defence sector, working closely with internal teams to create offerings that address critical client needs and enable strategic, long‑term growth in the Defence sector.
• Contribute to the strategy and overall delivery of the NS & Defence GTM team, supporting NS&D strategic campaigns across a diverse portfolio of client delivery.
• Be a valued contributor to the evolution of Plexal’s GTM function and delivery teams working in defence.

• 8+ years of experience in UK Defence sector business development / GTM (e.g. consulting, technology delivery or Defence primes).
• Extant, valid SC (essential) or DV (highly desirable) clearance.
• Extensive experience of working directly with key UK Defence stakeholders, especially National Armaments Director Group organisations and defence primes.
• An established and wide network in UK defence, and significant subject matter expertise on UK defence challenges, technology requirements and procurement.
• Proven and wide‑ranging experience of winning new business, proposition development, and building high‑value revenue growth with defence clients.
• Experience of working on technology adoption, innovation ecosystems, or organisational change in government, especially Defence or National Security (highly desirable).

• Able to operate autonomously as an individual contributor, delivering against GTM objectives and targets.
• Accountable for personal delivery, and able to work collaboratively in a wider GTM team contributing to overall NS&D objectives.
• A strategic mindset, able to anticipate medium‑long term client demand and opportunities for Plexal’s defence growth.
• Excellent interpersonal skills, able to develop rapport and strong relationships with clients, understand client needs and align Plexal to deliver against them.
• Strategic thinker, able to understand long‑term trends in clients and develop credible Plexal propositions.
• Collaborative worker, with a strong bias to supporting and enabling broader teams (both GTM and London‑based Plexal colleagues).
• Requires regular business travel across all Plexal sites, and needs the ability to manage and influence through both face‑to‑face and virtual team environments.
• The role requires SC clearance (minimum);
  DV (preferred).

Plexal’s Values:
Mission :
We inherit the mission of UK government and deliver it in an agile and creative fashion.
Collaboration :
We believe in the power of working together.
Equality :
We strengthen ourselves as a team by embracing the different.
Care…