Head of Business Development

**Location**
- Canberra, Australia

DIGITAL INTELLIGENCE

BUSINESS DEVELOPMENT AND SALES

EXPERIENCED PROFESSIONALS

BAE Systems Digital Intelligence is home to 4,500 digital, cyber and intelligence experts. We work collaboratively across 10 countries to collect, connect and understand complex data, so that governments, nation states, armed forces and commercial businesses can unlock digital advantage in the most demanding environments.

Head of Business Development - BAE Systems Digital Intelligence

BAE Systems Digital Intelligence is a global leader in delivering solutions and services which protect and enhance the connected world, for the most demanding customers worldwide. Everything we do creates a safer future. We solve problems for our customers by bringing together great minds, working together with our customers to make the world a safer place. We help nations, governments and businesses around the world defend themselves against cybercrime, reduce their risk in the connected world, comply with regulation and digitally transform their operations. We do this using our unique set of solutions, systems, experience, tradecraft and processes.

Digital Intelligence is part of BAE Systems PLC, the global Defence and Security Company and have around 5000 employees in 16 countries across UK & Europe, Asia Pacific, Middle East, and Australia & New Zealand. BAE Systems Digital Intelligence focuses two primary sectors: Defence (and its supply chains), and National Security (including law enforcement), as well as providing services across State / Federal Government and the Critical national Infrastructure (CNI). As a member of our Digital Intelligence (Australia) division, you’ll truly get to work on some of the most challenging cyber security problems in the world.

Following a retirement, DI (Australia) are looking for a new Head of Business Development, who will drive our continued growth across all of our key customer arenas. We are looking for either an experienced Sales and Business Development professional where you will play a pivotal role in developing relationships and growing pipeline for our business, or an exceptionally experienced professional within the Defence and National Security customer base, with an extensive network, who has the capability and acumen to develop their commercial and business skills at pace. You will be accountable to the General Manager for winning new business in Australia & New Zealand, identification and development of opportunities, and then prosecution of the same to successful contract award. A key component of your role will be the development and sustainment of productive stakeholder relationships across our entire customer base. You will contribute to the overall business strategy through the provision of highly astute market and competitor insight and business development leadership.

The Role:

- Support the General Manager in the development of the DI Australia growth strategy, and for implementation of the business development activities to make that succeed
- Manage and develop key stakeholder relationships with clients, partners and BAE Systems Group, particularly Digital Intelligence UK and BAE Systems (Australia)
- Engage potential customers with white papers, informal propositions, proofs of concept, etc to stimulate their interest in DI products and services
- Active management, leadership, coaching and development of the Business Development / Sales team
- Develop, manage and lead pipeline generation aligned with the business strategy
- Manage all opportunities within Salesforce in line with sales governance processes including the BAE Systems Digital Intelligence Qualification Review, Solution Review and Approval Review process. Own end-to-end opportunity and lead management, including conversion of qualified leads, and driving opportunities to contract award
- Work with our Communications & Marketing team to establish market awareness, to plan for conferences and events, and to generate publicity
- Conduct market analysis and competitor analysis to inform both strategy and tactical opportunities.
- Formulate and execute business development strategies and direct major proposal activities as appropriate
- Establish and lead Integrated Capture teams (ICT) as required to pursue and capture major opportunities
- Collaborate with the Business Unit and Capabilities organisation to define their short
- and long-term strategies and to deliver services to customers within time and budget constraints
- Ensure all appropriate internal stakeholders are familiar and supportive of the prospective customer engagement and account plan deliverables
- Management of sales forecast (including regular reporting) for order intake and alignment with Integrated Business Planning

The Person:

- A strategic thinker, who is also capable of having a grasp of the detail
- Someone who is passionate about Defence & National Security
- An innovative person, who is capable of transl