Business Development Manager

This is a fully remote position, open to applicants in United Kingdom.

📋 Description

• Propel Ocean Software's new business growth and market expansion throughout Europe, with a primary focus on the EMEA region.

• Generate, qualify, and convert new revenue opportunities.

• Lead market engagement initiatives with European and UK defence forces, NATO agencies, defence primes, and system integrators.

• Position the Ocean Platform (FlightPro®, SmartBase®, TAMS®) as a crucial operational-readiness layer that supports personnel readiness, training, and force availability.

• Collaborate with the Head of Sales in Australia on the global new-business revenue strategy.

• Partner with and report to the GM EMEA for effective regional execution, market prioritization, and stakeholder access.

• Identify, qualify, and secure new business opportunities within European and UK Defence, NATO member nations, and related organizations.

• Own pipeline targets, coverage ratios, stage progression, and conversion metrics.

• Develop business-development plans, stakeholder influence maps, and quarterly objectives for priority deals.

• Implement multi-lane capture strategies, lead bid/no-bid recommendations, and formulate win strategies.

• Prioritize opportunities based on strategic alignment, revenue potential, and likelihood of conversion.

• Engage with operators, commanders, programme offices, and technical authorities to comprehend customer challenges.

• Represent Ocean at defence-industry events and convert engagements into qualified opportunities.

• Monitor European and UK defence procurement policies, NATO doctrine, FMN spirals, readiness, and C2 modernization trends.

• Lead proposals, tenders, and presentations.

• Negotiate contracts and agreements.

• Drive pricing strategy, deal structuring, sustainable revenue growth, and long-term value creation.

• Ensure compliance with procurement regulations and contractual obligations.

• Maintain insight into competitor positioning, pricing assumptions, deal strategy, target margins, and delivery constraints.

• Collaborate with Capture, Presales, Marketing, Product, Engineering, Architecture, and Customer Success teams.

• Align EMEA campaigns with targeted account penetration and pipeline generation.

• Translate customer needs into customized solution offerings.

• Represent EMEA market requirements and insights to HQ for product and commercial strategy development.

• Maintain CRM discipline and ensure reporting accuracy for reliable revenue forecasting.

• Provide pipeline, forecast, and market updates to the Head of Sales and GM EMEA.

• Adhere to company conduct, health and safety, quality, information security, and process policies.

• Support product and process improvements, quality assurance, and team efficiency.

• Perform ad-hoc administrative tasks within a globally distributed organization.

⛳️ Requirements

• At least 10 years of proven experience in business development or sales roles within the Defence or mission-critical software sectors.

• Demonstrated success in acquiring net-new business within the EMEA region.

• Proven track record of securing large-scale enterprise contracts with prime contractors in the Defence industry, as well as government or defence agencies.

• Experience operating within a global sales framework, collaborating with HQ and regional leadership.

• Demonstrated expertise in capture planning, bid preparation, and tender submissions.

• Proven ability to articulate value propositions and lead strategic solution sales.

• Strong commercial acumen, including pipeline management, forecasting, and revenue ownership.

• Established relationships and a network of contacts within the European Defence industry.

• Experience utilizing CRM systems to manage opportunities, pipeline, and forecasting with high integrity.

• Understanding of ISO, ITAR, or equivalent compliance and security frameworks relevant to Defence.

• Excellent presentation, negotiation, and written communication skills.

• Ability to adapt to multi-national, cross-cultural environments.

• Willingness to travel as necessary.

• Familiarity with enterprise software delivery models.

• Experience selling enterprise SaaS or platform-based solutions.

• Tertiary qualifications in Business, Sales, Aviation, Engineering, or related fields.

🏝️ Benefits

• Fully remote working arrangement with the flexibility to work from home.

• Comprehensive health insurance package.

• Mobile phone and internet allowance to facilitate remote working.

• Employer pension contribution of 5%.

• Opportunity to travel across the EMEA region and interact with international customers and industry partners.

• Supportive and collaborative global team environment.

• Ongoing professional development and career growth opportunities.