Job Description

Senior Client Manager

Roke is a world-class technology and engineering consultancy. Roke delivers advanced research, development services and products to high profile customers in both the commercial and government sectors who rely on Roke to solve varied and challenging problems.

Roke is currently recruiting a for a sales professional within its Futures Business Unit, with experience of developing and selling technology solutions and professional services into Central Government departments, growing out from our strong position in Home Office and Law Enforcement into adjacent and other central government markets through direct contracting and partnering. This is an exciting opportunity to make a big impact in a fast-growing part of the business.

The successful applicant, working with our wider Central Government consulting and delivery team, our heads of engineering and our CTO to identify professional services and product development opportunities, qualify and quantify their value and lead on the closure of opportunities.

Roke\'s Futures business unit uses our expertise gathered across many industries to provide rapid, innovative, and secure solutions to our customers most complex challenges. We have solutions around Intelligent Sensing, Situational Awareness and Autonomy in aerospace, law enforcement, central government, Energy & utilities, and digital health.

Job Purpose & Key Responsibilities

• Development, implementation, and execution of sales growth strategies through direct and partner sales campaigns
• Identifying, building, and effectively managing a number of new & existing key clients to maximise both revenue and customer value
• Working across the business to align sales and internal innovation roadmaps to customer priorities
• Managing direct and partner sales/bids/quotes in line with company governance process
• Managing and influencing direct client and partner requirements and expectations
• Manage sales and engineering interactions with partners and clients to sell Roke\'s services effectively, ensure successful bids and resolve any customer issues
• Leading bids and engineering pre-sales teams to generate winning proposals to secure new business
• Achieving/exceeding allocated order targets and associated revenue targets
• Accurate pipeline management, forecasting and budgeting
• Provision of market intelligence to support, feed and actively contribute to the Roke CRM ecosystem
• Contribute to the development and delivery of the Futures business unit strategy
• Work with marketing to develop lead generation and increasing brand awareness strategies
• Development of compelling client propositions that meet client/market needs

Knowledge, Skills & Experience

• Demonstrable experience in direct sales of research and development activities, technical solutions & services and emerging products in the Central Government Market
• Experience with solution selling methodologies
• Expert at developing new strong client relationships at a senior levels and supporting this with detailed account development strategies and plans to increase sales volumes
• An understanding of professional consultancy services and a good appreciation of at least of the following technical domains: Autonomy, machine vision, AI/ML, data science, cyber and intelligent sensing
• Entrepreneurial mind-set with a well-rounded knowledge of direct and partner sales strategy and a drive to succeed
• Ability to quickly understand business and market challenges from the clients perspective and provide innovative solutions to meet these challenges, talking in the client\'s language
• Proven ability to quickly and effectively qualify opportunities and convert to orders
• Good experience of planning and delivering winning bids in short timescales, acting as the voice of the customer
• Exceptional verbal and written communication and negotiating skills, including the ability to present to senior management/executives, providing clarity in a complex environment.
• The ability to be effective in both local and remote matrix team leadership - taking the team with you
• Strong analytical skills
• Willingness to travel and on occasion stay away from home

Security
Due to the nature of this position, we require you to currently hold or be eligible to achieve SC clearance.

Roke