Defence & Security Value Proposition Manager

Defence & Security Value Proposition Manager

Salary range: £90,000 to £110,000 per annum + Comprehensive benefits
Location: We would consider any Frazer-Nash office for the right candidate.
Working Pattern: We operate a flexible hybrid working pattern at Frazer-Nash, with time split between the office, client sites and working from home.
Closing date: 7th September

We are looking for an experienced and commercially minded Defence & Security Value Proposition Manager to oversee the development, growth and deployment of innovative value propositions that help solve some of the UK Defence sector's most complex challenges.

This is a high-profile leadership role where you will combine business development, strategic growth, proposition leadership and client engagement to deliver high-quality outcomes for both our clients and our business.

Working across multiple markets, customers and service offerings, you will be responsible for developing and scaling value propositions, identifying future growth opportunities, building senior stakeholder relationships and enabling sustainable business growth.

• Mission Partner
• Rapid Certification
• Robotic Autonomous Systems (RAS)

As our Defence & Security Value Proposition Manager, you will play a pivotal role in supporting future growth by creating differentiated client solutions, developing strategic opportunities, and positioning the business as a trusted partner across the Defence landscape.

• Develop and deliver long-term strategies and roadmaps for Defence & Security value propositions.
• Identify emerging market opportunities, customer needs and future capability requirements.
• Manage proposition development from concept through to scalable, repeatable service offerings.
• Develop compelling value propositions that create measurable client value and competitive differentiation.

• Shape and support complex opportunities, bids and proposals.
• Work closely with Business Development Managers, Client Directors and senior stakeholders to secure profitable growth.
• Maintain visibility of proposition-led opportunities and support pipeline forecasting and business planning.
• Identify and develop future value proposition opportunities across the Defence market.

• Develop trusted relationships with senior clients, partners, government stakeholders and industry influencers.
• Establish a deep understanding of customer priorities, challenges and strategic objectives.
• Represent the organisation at industry events, forums and customer engagements.
• Act as a trusted adviser to key stakeholders and decision-makers.

• Support business growth through sound commercial judgement and risk management.
• Contribute to opportunity qualification, bid governance and commercial decision-making.
• Ensure robust pipeline forecasting and growth planning.
• Support the development of commercial strategies that promote sustainable profitability.

• Provide strategic oversight of programmes, projects and transformation initiatives linked to value propositions.
• Ensure delivery outcomes support customer objectives and long-term goals.
• Collaborate with technical, capability and delivery teams to create integrated client solutions.
• Capture lessons learned and continuously improve proposition effectiveness.

• Lead and develop a team of Value Proposition Owners.
• Encourage collaboration across business development, technical and delivery communities.
• Champion proposition-led thinking across the organisation.
• Engage senior stakeholders across a complex matrix environment to deliver shared objectives.

We're interested in speaking with candidates who combine strategic thinking, commercial acumen and deep Defence sector understanding.

• Significant senior‑level Business Development and Sales experience delivering growth, ideally in the Defence & Security sector
• Experience developing, scaling and commercialising value propositions, strategic growth initiatives or…