Role Purpose
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 lifecycles 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.
Key Responsibilities
- 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 lifecycles 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 routes to market, particularly in non-domestic environments, building presence and credibility while overcoming structural and access barriers.
Close collaboration with capture, bid, and delivery teams is essential to ensure opportunities are shaped effectively and progressed with clarity and pace.
The role carries clear accountability for pipeline health, conversion rates, and revenue delivery, supported by disciplined forecasting and strong sales execution.
Candidate Profile
Sector Experience
Proven experience in Defence, National Security or Government-related sales environments, ideally with Global markets exposure
Prime & Complex Organisation Exposure
Strong experience working with or selling into major defence primes or large multi-national, matrixed organisations
Commercial & Contractual Acumen
Strong sales, commercial, financial & contractual acumen, with Tier 1 organisations and platform providers or integrators
Proven Sales Delivery
Strong sales experience, evidencing full sales cycle closure of new opportunities (+£1M) and ability to develop, manage, and convert strategic pipeline
Pipeline Management & Conversion
Proven ability to build, manage, and proactively progress complex, multi-year pipeline delivering in excess of £15M per annum, demonstrating disciplined follow-up and deal conversion
Opportunity Shaping & Influence
Strong track record of shaping opportunities early and influencing requirements to improve win probability and positioning
Market Access & Entry Strategy
Demonstrated ability to establish routes to market and navigate barriers to entry within new or restricted environments, particularly across non-domestic markets
Multi-Country Experience
Experience operating across pan-continent or multi-country sales environments, managing cultural, commercial, and organisational complexity
Stakeholder Influence in Matrix Environments
Experience influencing senior stakeholders within complex, matrixed organisations, often without direct authority
Defence Ecosystem Network
A well-developed and active network within the Defence ecosystem, with the ability to rapidly open doors, position the organisation, and convert relationships into tangible sales opportunities
Programme & Supply Chain Understanding
Experience contributing to or selling into large-scale programmes or complex supply chains where decision-making is centralised and execution is distributed
Key Skills and Experience
- Strong sales and commercial acumen with a track record of achieving or exceeding revenue targets
- Excellent stakeholder engagement and influencing skills, including senior-level engagement
- Ability to build, manage, and convert a strategic pipeline with strong forecasting discipline
- Ability to operate effectively in complex, matrixed and highly regulated environments
- Strong communication, negotiation, and deal-shaping skills
- Experience contributing to capture activities, bid development, and proposal writing
- Strategic thinking with the ability to identify and shape multi-national opportunities
- High level of organisation and ability to manage multiple priorities across countries and accounts
- Proven pedigree of winning business within Defence, B2B or related sectors, with experience owning and executing the full sales lifecycle from opportunity creation through to contract award
Personal Attributes
- Proactive, self-motivated, and results-driven with a strong focus on winning business
- High level of professionalism, integrity, and discretion
- Strong team player with the ability to collaborate across functions and geographies
- Resilient and adaptable in a fast-paced, complex international environment
- Commercially focused with a strong drive to convert opportunities into revenue
- High levels of motivation, ownership, and accountability for sales outcomes
Travel
The role will require regular UK and global travel, which may involve overnight stays. All travel and related expenses will be reimbursed in line with company policy.
Given the demands of the role, there may also be occasions where working outside of standard hours is required to support business needs.
