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Sales Manager - UK&I

Harmattan AI· M&S
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LondonFull-timePosted 3w ago

About the role

Sales Manager responsible for the UK&I territory, owning strategic direction, customer relationships, policy work to enable contracts, and order intake. Collaborates with capture manager to drive pipeline and territory rhythm.

Responsibilities

  • Own the territory plan: customer and programme mapping, budget lines, competitive picture, prioritised pursuits, path to contract for each.
  • Build and hold relationships at senior and institutional level: ministries of defence, procurement agencies, service headquarters and end-user commands.
  • Shape requirements, acquisition routes and budget line placement ahead of formal competition.
  • Decide what we pursue and what we walk away from, and defend those calls.
  • Own pipeline hygiene, forecast accuracy and a defensible probability on every opportunity.
  • Set the commercial rhythm across the territory: demonstrations, trials, exercises and industry events, with Marketing and your capture manager.
  • Carry and deliver an annual order intake target.
  • Lead and grow the territory team.

Qualifications

  • +5-10 years selling complex defence systems to state customers, the majority of it in UK&I.
  • An existing, live, senior-level network in the territory.
  • Ownership of at least one full path to contract, from requirement shaping through acquisition route to signature.
  • A demonstrable record of influencing a requirement or acquisition strategy before a formal competition existed.
  • Experience running captures with local industrial partners, and fluency in national procurement regulation, documentation and local-content constraints.
  • A track record of carrying and hitting an order intake number in a fast-moving or resource-constrained environment.
  • Line management experience, or clear readiness for it.
  • Native or fully professional command of at least one core language of the territory.
  • Eligible for national security clearance in the territory, and willing to go through the process.
  • Willing to travel intensively across the territory.

Skills

Required:Strategic territory planningStakeholder relationship managementCapture managementContracting & procurement knowledgeNegotiation
Last updated Sep 30, 2026. Interested? Apply on the company site.
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Building the Future of Autonomous Warfare.

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