Business Development Manager – Defence, Law Enforcement

Responsibilities

• Lead the development of the Defence and Law Enforcement segment, delivering revenue and profit targets in line with agreed business objectives.
• Identify, develop and convert new B2B opportunities while protecting and growing existing business within the segment, optimising both direct and indirect routes to market.
• Own and deliver the segment pipeline, ensuring high-quality opportunity management, accurate forecasting and disciplined use of Salesforce as the core CRM platform.
• Develop strategic account plans for key and “must-win” accounts, building strong engagement across multiple stakeholders and decision makers within secure environments.
• Work closely with key channel partners (including major strategic dealers) to maximise sales-out performance, strengthen collaboration and drive mutual growth.
• Act as a trusted advisor to customers by understanding operational use cases within military, law enforcement and security environments, translating needs into tailored solutions.
• Collaborate cross-functionally with product, marketing, service, finance and European teams to develop competitive, solution-led propositions and improve win rates.
• Monitor market trends, competitor activity and emerging technologies to identify opportunities, mitigate risks, and inform segment strategy.
• Support the full commercial lifecycle from opportunity creation through to order, delivery, invoicing and cash collection in collaboration with internal teams.

Requirements

• Strong commercial and business development experience within a B2B sales environment
• Proven ability to manage complex, solution-based sales cycles involving multiple stakeholders
• Experience working with indirect channels, partners or distributors
• Strong relationship management skills with the ability to build credibility in specialist or restricted-access environments
• High level of commercial acumen, balancing revenue growth, profitability and long-term investment
• Excellent communication and influencing skills, with the ability to operate at senior stakeholder level
• Strong analytical capability, using data and insight to drive decision making and performance improvements
• Experience using CRM systems (preferably Salesforce) for pipeline management and forecasting
• Ability to operate effectively across cross-functional and European matrix organisations

Desirable

• Experience within Defence, Law Enforcement, Government or similarly regulated sectors
• Knowledge of imaging, video, broadcast or related technologies
• Experience managing strategic accounts or specialist vertical segments
• Familiarity with complex procurement environments or frameworks
• Security clearance or willingness/ability to obtain required clearance

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