{"id":297657,"url":"https://alion.io/job/exponential-e-sales-business-development-manager-defence","title":"Sales & Business Development Manager - Defence","company":{"id":51505,"name":"Exponential-e","domain":"exponential-e.com","url":"https://alion.io/company/exponential-e","size_band":"11-50","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Greenhouse","truth_index":{"grade":"B","score":70,"open_postings":12,"ghost_share":0.5,"stale_share":0,"repost_share":0,"time_to_fill_p50_days":41,"computed_at":"2026-11-04T06:34:25Z"}},"role":"Sales","role_family":"Sales","seniority":"lead","employment_type":null,"work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["London, United Kingdom"],"countries":["GB"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":{"min_usd":62000,"max_usd":156000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":39},"experience_years_min":null,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Salesforce","optional":false}],"status":"live","first_seen_at":"2026-06-11T14:00:55Z","employer_posted_date":"2026-06-11","last_verified_at":"2026-11-05T00:42:26Z","board_verified":true,"closed_at":null,"days_open":146,"trust":{"level":"ghost","repost_count":0,"flags":["stale","company_stale"],"days_open":145},"description":"Exponential-e\nFounded in 2002, Exponential-e swiftly established itself as a UK Cloud, Connectivity and Communications pioneer. Throughout our history, a focus upon leveraging leading-edge technology to deliver profitable and innovative services to our clients and prospects has resulted in industry and peer recognition for our ground-breaking approach, a truly world-class ICT services company.\nWe’re a company of innovators who think big and achieve bigger! Our people are crucial to the continuing success of our company. From our CEO to our new Graduates, each of our people demonstrates our PRIDE principles which are at the core of everything we do.\nJob Description\nOverall purpose of the job:\nThe Sales & Business Development Manager is a newly established position within the sales community, designed to drive Expo-e’s growth in the Defence sector. This role serves a vital function in expanding the company’s market presence, particularly within high priority sectors such as Secure, Defence, National security and Systems Integrator partnerships.\nStrategic Execution and Planning: Support execution of the strategy through well defined short, medium, and long term objectives. Develop action plans and oversee their implementation, ensuring that they effectively support the broader organisational goals. Design and implement a robust strategy tailored to deliver against your targeted revenue and margin goals. Utilise data-driven insights and market analysis to identify opportunities. \nExcellence in Sales Performance: Foster a culture of sales excellence by demonstrating and instilling a consistent, high level of professionalism. \nStakeholder Collaboration and Communication: Build strong relationships with internal and external stakeholders, ensuring clear communication and collaboration to address challenges and leverage opportunities in the defence space\nPerformance Monitoring and Continuous Improvement: Regularly evaluate progress against strategic goals, adapting tactics and approaches as necessary. \nKey responsibilities for this job:\nDevelop and execute short, medium and long term business plans to exceed targets \nAchieve and exceed margin, contract value, and revenue targets \nDeliver against key performance indicators and objectives \nProspect, qualify, negotiate and close key new business deals \nBuild and maintain a solid and robustly qualified pipeline of sales opportunities within assigned industry verticals \nForecast monthly and quarterly sales achievement within accuracy of +/- 10% \nReligiously maintain opportunity pipeline and deal positions on Salesforce \nDevelop strategy, produce win-plans and execute on major deals within assigned client base \nDefine target list and engage suspects based on clearly defined criteria \nDevelop an in-depth knowledge of the assigned verticals \nGenerate strong relationships with stakeholder community within customer and prospect base \nDevelop and sustain network of contacts and key individuals within assigned verticals \nIdentify and develop account targets, define the value proposition \nBuild and provide clear leadership to virtual teams in pursuit of major business opportunities \nIdentify and develop opportunities for strategic step-change revenue growth \nProduce quotations and lead Exponential-e responses to tenders, RFI’s, RFPs, and other response format \nRepresenting the business at conferences, trade fairs and networking events \nOther tasks as required and commensurate within the role \nStrategic collaboration with the Office of the CIO to develop strategic strategy in portfolio as well as leveraging the Specialist Cloud, Data & AI, Security and UCC teams to maximize growth and win probability \n Knowledge and experience required:\nGood commercial acumen \nExperience in being part of a strategic pursuit team on complex services deals, mixing in Cloud, Professional Services, Managed Services and Transition and Transformation programmes. \nClear understanding of large-scale services deals, dependencies and service components that enable lifecycle delivery \nMulti-level relationship management \nGood understanding of the competitive landscape \nUsing new and disruptive technologies to solve complex business challenges and working in an ever-changing working environment \nWorking within large complex defence and SI businesses \nAbility to drive customer engagement and understand the problems Expo-e Solutions solve \nUnderstanding of motivation for customers to move to service-oriented models and what influences a choice \nExperienced selling into the defence and SI businesses \nProven track -record of achievement against sales targets \nOur People\nOur people are what makes Exponential-e Group the company it is today. This year’s employee survey highlighted that 81% of employees who took the survey, would recommend a friend to work for our organisation.\nLearning and development are fundamental parts of daily life at Exponential-e. From their first day at the company, everyone is provided ample opportunities to develop their skills and broaden their horizons, with our own L&D team running a range of bespoke courses, based on the latest innovations and challenges across the digital landscape.\nExponential-e Group is committed to providing equal opportunities in employment and treating all employees with respect and dignity. The company respects and values the diversity of its staff, striving to maintain an environment where there is opportunity for everyone to feel valued, their talents to be utilised and for both personal and organisational aspirations to be met. 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