Market Development Director (Defence)
Capita delivers complex transformation programmes at scale to the Ministry of Defence and Front-Line Commands and is continuing its journey to become Defence's trusted transformation partner, enhancing operational readiness, workforce capability, efficiency and modernisation through AI-enabled, technology-driven services and a world-class partner ecosystem.
We’re growing our Defence Market Development team and we’re looking for an experienced business development professional to join the team as a Market Development Director (MDD), to deliver strategic growth across our defence business and adjacent client groups (e.g. national security agencies). If you're driven by innovation, thrive in dynamic environments, are driven by solving our customers’ biggest challenges and excel at spotting market opportunities, this is your chance to make a lasting impact. Job title:
Market Development Director (Defence) Job Description:
This role is home-based but will require travel as necessary to support our business.
What you’ll be doing
As one of our MDDs you’ll be primarily responsible for creating market demand and originating warm opportunities before formal procurement, working closely with our business development and capture teams. Your primary responsibilities will include:
- Developing new market opportunities in the defence sector to unlock fresh revenue streams
- Generating a healthy funnel of prospects and opportunities to meet long-term pipeline targets
- Creating and delivering account-based growth strategies for assigned prospects and customers
- Developing executive relationships across Defence including the and defence industry and other key stakeholders
- Championing our defence strategy, engaging technology, proposition and capture teams early in the sales cycle, to shape major procurements towards our strengths and capabilities
- Leading new prospect engagement and early qualification by aligning Capita expertise with client needs
- Raising the profile of our brand, intellectual property and services through strategic partnerships, client engagement and thought leadership
- Represent the company at defence events, industry forums and customer engagements.
- Providing insight on emerging trends and customer priorities, to shape proposition development and go-to-market strategies
- Creating and sharing cross-sell and up-sell opportunities to maximise value across the client group.
What we’re looking for
Essential
- Substantial experience successfully selling into the UK Defence market, particularly complex BPO and technology solutions
- Established relationships and strong customer network across MOD (notably Cyber & Specialist Operations Command and the NAD Group) and the defence industry.
- Extensive knowledge of Government business development, MOD procurement, contract awards, current procurement trends and customer buying behaviours.
- Proven track record of driving year-on-year business growth, meeting or exceeding targets and leading new business campaigns. Opportunity values can range from £30M to £500M+
- Experience shaping opportunities and creating compelling, winning propositions with partners, vendors and consortium members.
- Strong interpersonal, influencing, presentation and verbal communication skills
- SC clearance as a minimum (or the eligibility to acquire it on joining).
Desirable
- Experience selling into wider Government (security and intelligence) and national security organisations
About Capita Growth
Our Growth Function is one of Capita ’s central functions and is redesigning how we do business. We’re improving and standardising our sales processes, and creating consistency in training, technology and knowledge sharing. We’re also multi-lingual, multi-functional and multi-talented. Join us and discover better as you empower our sales teams to focus on developing our business.
What’s in it for you?
- A competitive basic salary between £105,000 - £120,000 plus bonu