Sales Manager – Global Partnerships

Roke, Roke Manor, Romsey, Hampshire, United Kingdom

Great ideas come from different minds. That’s why we bring together engineers, scientists, analysts, and creatives from every background — and give them the trust, tools, and freedom to make a difference. What connects us is the mission: solving meaningful problems and building capability that protects what matters most.

And as the challenges evolve, so do we — working on the technologies that will shape tomorrow, not just today.

The Sales Manager – Global Partnerships is responsible for driving revenue growth through major defence multinational prime organisations, focusing on identifying, shaping, influencing, and winning strategic opportunities, as well as identifying and securing long-term strategic partnerships that support market access and revenue growth.

The role centres on engaging with centralised decision‑making at prime HQ level, navigating complex, matrixed organisations to position the business early in programme life cycles and convert opportunities into revenue. Operating across a matrix environment, the role aligns cross‑country sales activity and leverages strategic partnerships where appropriate to unlock multi‑national opportunities and deliver commercial outcomes.

• Drive Sales Growth – Generate and win revenue through major multinational organisations and Primes operating across multiple countries
• Develop & Convert Strategic Pipeline – Build, manage, and prosecute a high‑quality pipeline from lead generation through to contract award
• Shape & Influence Opportunities – Engage early in programme life cycles to position, influence requirements, and maximise win probability
• Sell into Complex, Matrix Organisations – Navigate centralised and distributed decision‑making across HQ and country‑level entities
• Establish Market Access & Positioning – Identify and execute effective routes to market within non‑UK and restricted environments
• Lead End‑to‑End Sales Execution – Own the full sales cycle including qualification, pursuit, negotiation, and closure
• Coordinate Cross‑Country Sales Activity – Align stakeholders, both internally and externally, across geographies to drive consistent engagement and conversion
• Collaborate to Win – Work closely with capture, bid, technical, and delivery teams to secure strategic opportunities
• Monitor Competitive Landscape – Monitor and develop a deep understanding of the market and competitive landscape to identify emerging opportunities, position the organisation ahead of requirements, and strengthen win probability
• Deliver Revenue & Forecast Accuracy – Achieve revenue targets through disciplined pipeline management and accurate forecasting

The role is focused on driving revenue through complex, pan‑global B2B sales opportunities within large, prime‑type organisations (multi‑national contractors operating across multiple markets), requiring strong ownership of pipeline development and conversion. This includes generating opportunities, maintaining momentum through consistent follow‑up, and progressing deals through to successful closure.

A key aspect of the role is the ability to engage early and influence opportunity direction, positioning the business ahead of formal procurement and increasing win probability through strong commercial and strategic alignment.

Operating across matrixed, multi‑country organisations, the role requires navigating both centralised and local decision‑making structures to effectively progress opportunities and unlock value. Success depends on understanding where influence sits and how to align stakeholders across different entities.

Working with the Head of Sales, the Sales Manager – Global Partnerships must also establish effective…