Client Manager – ICT & Cyber

Overview

Atkins wishes to appoint a Client Manager working within its Aerospace and Defence Market team, focused on a portfolio of clients operating in the Defence ICT & Cyber areas.
The ICT & Cyber area has been a strong area of growth for Atkins for some time and with new funding and unprecedented challenges to solve by our clients, we aim to build on our established platform and generate significant growth over the next few years.
Responsible for building and driving the conversion of the sales pipeline, the role will focus on identifying pre-sales opportunity in target accounts, plus development of existing business within managed accounts.
This will require strong relationship-based business development and influencing skills and an ability to work closely with both client stakeholders and Atkins staff. An innate ability to identify and understand the strategic and operational challenges of clients is essential and this will require expert understanding of the Defence market.
Ability to synthesise identified client needs, together with Atkins capability experts, is also a key requirement, to define compelling solutions and winning sales strategies.
Understanding the full range of Atkins and partner capabilities and leveraging these appropriately and innovatively will be a critical success factor.
The role holder will build high performance sales pursuit/bid teams comprising multi-disciplined experts from across the Atkins business, empowering them to convert the sales opportunity.

Responsibilities

• In line with the market strategy and through the application of Key Account Management, build a significant pipeline of qualified opportunities in area with the potential for long term revenue.
• Deliver order intake to support in year revenue targets and grow future work in hand
• Work collaboratively across the business to motivate and mobilise a virtual team to support you in pipeline build and revenue growth.
• Work with the practice resource centres and key stakeholders to maximise utilisation or Atkins own staff
• Understand in detail the client’s strategy, organisational design, key points of influence, culture, external drivers, challenges, risks and opportunities and work to share this across the business enabling a shared consciousness for our business priorities, thereby empowering people to help grow our business.
• Be recognised as the key relationship holder with senior clients; providing knowledge, resources and acting as advisor and critical friend.
• Provide timely/accurate forecasting of opportunities on a monthly, quarterly and annual basis
• Provide MOD domain expertise/support to bid teams as required
• Execute best practice Pipeline and Opportunity Management and disciplined usage of CRM

Essential Experience

• You will bring an in-depth understanding of the UK defence market and MOD’s ICT, Cyber and/or Information Advantage agenda.
• You will have exceptional relationship building and influencing skills, proven within a defence context by a track record of long term value-add relationships.
• A strategic thinker with a grasp of the detail, you will have helped stakeholders in client organisations with their challenges and opportunities and gained long term credibility and return on investment for them and your current organisation.
• A motivator, team builder and leader, you will be able to align groups of Atkins stakeholders behind your strategies and support and enable them in winning new business.
• A pro-active decision maker with a confident yet diplomatic operating style - someone who deals easily with cultural diversity
• You will be commercially and financially astute with experience of profitable £m+ deals in the MOD or its supply chain.

Desirable Experience
• Experience in service delivery or consulting business models will be an advantage

Key Performance Indicators
• Market and account in-year budget performance
• Market and account growth performance
• Order intake
• Client satisfaction
• Win loss ratio
• Pipeline coverage

Location
The role can be located at a variety of Atkins offices in the South West and South East of England and will be expected to spend significant time on site with clients or located with Atkins teams.

Management 
The role holder will report to the Client Director, ICT & Cyber

Timescales
This is a full-time position starting as soon as possible. Applications for this vacancy close on 5th April 2019. Interviews for this role will be conducted in the Bristol office w/c 8th and 15th  April 2019 and candidates will be required to complete a presentation for the interview (details to be provided) and an OPQ behavioural assessment.

Security

This role may require security clearance and offers of employment will be dependent on obtaining the relevant level of clearance. If this is necessary it will be discussed with you at interview. 

If applying to this role please do not make reference to (in conversation) or include in your application or CV, details of any current or previously held security clearance.