Business Development Director – Defence & National Security
Location: Flexible / London / M4 Corridor (with UK&I travel as required)
Security Clearance: Eligible and willing to undergo high level UK government security clearance
Our purpose is to make the world more sustainable by building trust in society through innovation. As a Business Development Director (BD Director) , you will contribute to this by engaging the Defence & National Security market, shaping opportunities around real customer challenges, and helping Fujitsu play a meaningful role in safeguarding the UK and its allies
Role Overview:
The Business Development Director is a senior, market-facing business development role within Fujitsu’s Defence & National Security business, focused on building strong customer relationships, shaping opportunities, and developing a high-quality pipeline aligned to real Defence and Security challenges. Operating within an established strategic framework, the roles is centred on leading customer-facing campaigns, engaging the Defence & Security market, and building a robust pipeline aligned to genuine customer needs and market demand.
The role spans the full sales lifecycle — from early market engagement and campaign shaping through to handover into formal bid — working closely with bid and delivery teams to ensure opportunities are well-positioned, clearly articulated and executable. As part of a collaborative Business Development team, the role requires a balance of strategic judgement and hands-on execution, creating momentum in the market, aligning internal contributors, and converting relationships and insight into high-quality, competitive pursuits.
Key Responsibilities:
- Contribute to the identification and prioritisation of Defence & National Security campaigns as part of the Business Development team , informed by market insight, customer needs, partner capabilities and Fujitsu’s offerings.
- Take ownership for shaping and executing agreed campaigns, defining where to play, target customers, problem spaces, value proposition and routes to market.
- Develop and execute campaign plans for assigned campaigns, creating momentum through structured market engagement and opportunity shaping.
- Feed insight from campaign execution back into wider campaign prioritisation and future focus areas.
- Own the progression of opportunities through the pre-contract sales lifecycle, from early qualification and shaping through to handover into formal bid.
- Qualify and prioritise opportunities to focus effort on high-value, winnable pursuits aligned to customer need and Fujitsu capability.
- Shape opportunity positioning, value propositions and win themes, maintaining momentum as opportunities move towards procurement.
- Support structured handover to bid and delivery teams, ensuring continuity of customer context, insight and campaign history.
- Operate as an integral member of the Business Development team, working collaboratively to align campaigns, share market insight and coordinate activity.
- Engage constructively with bid, delivery and partner teams to ensure opportunities are competitive, executable and well-shaped.
- Maintain accurate and up-to-date campaign and opportunity information in line with agreed pipeline management and governance processes.
- Use pipeline insight to inform opportunity prioritisation, review activity and future market engagement Experience & Skills:
- Defence & National Security business development: Proven track record of full-lifecycle business development, including early campaign shaping, pre-sales through to opportunity progression and long-term account growth.
- Defence procurement knowledge: Strong understanding of Defence procurement processes and frameworks, including SPT, ITT, competitive dialogue and formal assurance reviews (e.g. BAR/CAR).
- Customer intimacy and senior stakeholder influence: Experience building trusted advisor relationships with MOD, Armed Forces, Defence Digital or national security organisations, with credibility at senior customer and executive levels.
- Opportunity shaping and technology alignment: Ability to translate customer challenges into well-shaped opportunities, aligning needs with technology portfolios and solution roadmaps.
- Campaign and partner leadership: Comfortable leading complex, multi-party campaigns involving primes, SMEs and international partners to create coherent, competitive pursuits.
- Commercial acumen: Strong commercial judgement and negotiation skills, with experience converting partnerships, MoUs and teaming agreements into tangible pipeline and revenue.
- Market and industry insight: Clear understanding of the Defence & National Security landscape, including customer priorities, industry trends and competitive positioning.
- Value and quality of qualified pipeline generated, driven by owned campaigns and aligned to Defence & National Security priorities.
- Effective conversion of campaigns into competitive bids, demonstrated through strong opportunity shaping and timely, high-quality handover to bid teams.
- Quality of customer and partner engagement, evidenced by access, strength of relationships and repeat engagement across target stakeholders.
- Conversion of partner engagement into active opportunities, using teaming and partnerships to strengthen pipeline and competitiveness.
Accurate and reliable pipeline visibility, with campaign and opportunity information maintained to support governance, prioritisation and decision-making.
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Why Join Us?
This is an opportunity to be at the forefront of Fujitsu’s engagement with the UK Defence & National Security community. As a Business Development Director , you will lead customer-facing campaigns, build trusted relationships across the Defence & National Security ecosystem, and shape opportunities that address complex, real-world challenges – directly contributing to the long-term role Fujitsu plays in safeguarding the UK and its allies.
Please note: It’s still worth applying even if you do not meet all the requirements above. We are passionate about investing in you and your career and if you have the transferable skills/ background in customer relationship development this could be the next opportunity for you.
Your benefits:
26 Days annual leave plus public holidays (3 flexible)
Pension – Double matching contributions of up to 10%
Life assurance
Companywide incentive plans
Your choices (Flexible benefits such as increased holidays / travel / dental, critical illness and more) Perks at work – employee discounts
Employee assistance programme / virtual GP
Role dependent benefits: Private medical / company car or car allowance
Recruitment process
The recruitment process consists of two stages of interviews.
We are a Disability Confident Employer and will offer an interview to disabled applicants who best meet the minimum/essential criteria for the role. Email [email protected] if you would like to apply through the Disability Confident Interview Scheme.
Achieve together
We are recognised as a responsible and inclusive employer: Not only are we a certified Disability Confident Leader, a Times Top 50 employer for Gender Equality, a Top 75 employer for Social Mobility, accredited with the Living Wage Foundation and a signatory for the Race at Work Charter, but we are also committed to the United Nations standards for LGBTI+ and a Stonewall Top 100 Employer.
We are people centric: Our hybrid work environments enable you to Be Completely You. Our active people led Inclusive Community networks are representative of all aspects of diversity and are instrumental in enabling and supporting our innovative approach to inclusion
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