Canon UK are looking for a seasoned Business Development Manager to drive the sales of ITCG Products & Services into both existing and new customers within the Defence and Law Enforcement (DLE) sector. As our Business Development Manager you will develop a deep understanding of customer applications, build trusted long-term relationships within a highly restricted environment, and generate compelling commercial propositions to grow Canon’s business and deliver agreed financial targets.
Acting as the sector specialist for DLE, you will be supporting complex, solution-based opportunities where Canon products form part of wider integrated solutions, whilst strengthening Canon’s position across direct and indirect routes to market.
At Canon, we’ve been inspiring people to capture and share their world for over 85 years. As a global leader in imaging and innovation, we’re driven by bold ideas, collaboration, and a commitment to making a positive impact. We’re proud of our diverse, inclusive culture and our philosophy of Kyosei – living and working together for the common good. We welcome applicants from all communities and backgrounds.
Why Join Us?
- Be part of a diverse, energetic team, joining 50+ nationalities at our Stockley Park Head Office
- Enjoy hybrid working (3 days in office, 2 from home)
- Benefit from flexible hours, professional development, and a wide range of perks
- Minimum of 25 days of personal holiday per year with up to 5 days of available holiday purchase
- Access a competitive salary, benefits, a generous pension scheme and up to 38% discount on Canon products
- Be part of a company that values sustainability, inclusion, and your personal growth
- Great transport links- Elizabeth Line and Stockley Park low-cost Shuttle Bus and free parking on site
If you are ready to make an impact – we’d love to hear from you.
To be successful in this Business Development Manager, Defence & Law Enforcement role you will possess the following skills and experience.
- 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
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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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Canon Core Behaviours
Drive for Results – Consistently delivers against targets and takes accountability for outcomes
Customer Focus – Builds deep understanding of customer needs and delivers value-driven solutions
Ownership & Accountability – Takes full responsibility for segment performance and business outcomes
Collaboration & Teamwork – Works effectively across teams, partners and geographies to achieve shared goals
Commercial Acumen – Makes informed decisions balancing growth, profitability and strategic priorities
Influence & Negotiation – Builds alignment and drives outcomes across complex stakeholder groups
Agility & Continuous Improvement – Adapts to market changes and continuously seeks to improve ways of working
Integrity & Trust – Operates with professionalism and credibility in sensitive and secure environments
The salary for this role is £50k - £60k depending on experience plus £25k OTE, car allowance and company benefits
The internal job title for this role is: Segment Manager DLE
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As our Business Development Manager, Defence & Law Enforcement your key responsibilities will be to.
- 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.
