Business Development Manager

Business Development Manager – Advanced Capability R&D role at QinetiQ Target Systems - United Kingdom. Reporting to the Strategic Capability Director, this role will be responsible for contributing to the delivery of in-year new business performance targets and work as part of the Advanced Capability Research & Development Team.

• Prospecting emerging opportunities through proactive market intelligence and early stakeholder engagement, particularly where novel engineering, science and technology concepts have potential to mature into Defence projects.
• Maintaining and cultivating stakeholder relationships, including with Defence delivery agencies, capability managers, prime contractors and the wider research and innovation ecosystem.
• Managing the business development lifecycle including lead generation, qualification, sales pipeline management, and accurate order forecast reporting to support organisational planning.
• Conducting competitor and market analysis to identify technological differentiators and refine our value proposition against key Australian and allied offerings.
• Developing and executing capture plans for tenders across the advanced capability research and development domain or adjacent domains, including win-theme development, risk mitigation and value-for-money positioning for a variety of program types and service offerings.
• Leading/supporting bid/no-bid decision processes, preparing comprehensive analyses in accordance with corporate policy and Defence tender protocols.
• Partnering with technical, legal and commercial teams to secure favourable outcomes, while maintaining full compliance with export controls and security clearances.

• An engineering, scientific, or technical background with the ability to engage credibly with Defence stakeholders, researchers and technology developers.
• An understanding of ADF acquisition cycles, sustainment planning, technical regulations and Defence contracting frameworks.
• Demonstrated performance in business development within advanced capability research and development, or adjacent technology-intensive domains (e.g. aerospace, systems engineering, emerging tech).
• Proven ability to manage end-to-end sales processes, including lead generation, pipeline development, sales forecasting, and order reporting.
• The ability to translate Defence policy and strategic guidance into actionable capture and account strategies.
• A proven track record of leading or contributing within cross-discipline capture teams that integrate engineering, research, and commercial expertise.
• Proficiency in structuring/ supporting the structure of multi-variant commercial models, risk-reward scenarios and cost-benefit analyses for Defence programs.
• Exceptional engagement and negotiation skills, with the ability to interface confidently with both technical and non-technical stakeholders.
• Experience in business development/capture within an Australian Defence prime, systems integrator, research organisation or adjacent industry with a record of business winning.
• Exposure to consultancy or advisory services, client account management, or leading high-volume tender responses will be viewed favourably.

Due to the nature of the role, applicants must be eligible for Australian Defence security clearance. Current security clearance is advantageous.

Applications will close on 26th September 2025. Confidential enquiries are welcome and may be directed to Roz Byrne, Talent Lead via email: rbyrne@qinetiq.com.au.

• Access to LinkedIn Learning
• Flexible work
• Purchased leave program & loyalty leave
• Up to 18 weeks paid parental leave
• Annual incentive scheme
• Complimentary salary continuance insurance
• Annual volunteering leave with Operation Give Back
• Relaxed dress code

A full list of our employee benefits and further information can be found here: https://www.qinetiq.com/en-au/careers/benefits

We actively seek applications from people who come from diverse backgrounds and experiences. Aligned with our Diversity and Inclusion Strategy and Reconciliation Action Plan, we also encourage applications from women, veterans and First Nations people.

QinetiQ conducts pre-employment screening, including identity verification and police checks, for all preferred candidates.