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Roke Manor Research

Great ideas come from different minds. That’s why we bring together engineers, scientists, analysts, and creatives from every background — and give them the trust, tools, and freedom to make a difference. What connects us is the mission: solving meaningful problems and building capability that protects what matters most.
 
And as the challenges evolve, so do we — working on the technologies that will shape tomorrow, not just today.
 
Roke
 Built over a 70-year heritage, Roke offers specialist knowledge in sensors, communications, cyber, and AI and ML. We change the way organisations think and act – through dynamic insights from the analysis of multiple layers of data. We take care of the innovative, technical capabilities that keeps everyone safe – that’s our mission, passion, and motivation.
 Joining a team united by purpose and ambition, you’ll be at the heart of an exciting growth journey, at Roke, every individual counts. We push technical boundaries, together. We re-invest in product innovation, and we empower our people to make a difference.
 Job Purpose
 We are looking for a highly motivated, proven sales leader to manage and develop the APAC Business Development and Sales Team within the International Revenue & Growth Team. This is a senior leadership role reporting directly into the Assistant Director - International, with responsibility for setting regional sales strategy, leading the APAC team, developing people and delivering sustainable revenue growth across the APAC region.
 The role involves being a senior customer-facing representative of Roke and accountable for the performance, direction and governance of APAC business development and sales activity. The post holder will lead the full regional sales lifecycle through their team, ensuring high-quality pipeline is generated, progressed and converted into revenue while maintaining Roke’s position as a trusted partner to clients, partners and stakeholders. They will provide strategic direction, customer insight and leadership across sensing, communications, cyber and intelligence opportunities, ensuring Roke’s class-leading products and services are positioned effectively and consistently in market.
 The role will require international travel, which will require overnight stays and due to the nature of the role, there may be occasions when unsocial working hours will be required.
 As Head of BD & Sales - APAC, you will lead the International Sales Team responsible for identifying, developing and successfully closing sales opportunities across the APAC region. You will set priorities, allocate focus across markets and accounts, coach and support Business Development and Sales Managers, and ensure that regional activity is aligned with Roke’s strategic objectives, growth targets and business-winning governance.
 You will work closely with Campaign Leads, Business Development & Sales Managers, Field Operations Technicians and senior functional stakeholders to prioritise key trials and demonstration events, capture success criteria, secure internal alignment and ensure the product and service portfolio is positioned to maximise customer impact and conversion.
 
Key Responsibilities
 <ul>
<li>Department leadership – Lead, develop and performance manage the APAC BD & Sales team, setting clear priorities, expectations and standards for customer engagement, pipeline progression and sales execution.</li>
<li>Regional strategy – Define and execute the APAC growth strategy, identifying routes to market, priority countries, key accounts, partner approaches and investment focus aligned to Roke’s wider international objectives.</li>
<li>Pipeline and revenue ownership – Own regional pipeline quality, conversion and revenue delivery, ensuring opportunities are qualified, resourced and advanced through disciplined sales governance.</li>
<li>Forecasting and reporting – Deliver accurate 5-year rolling forecasts, regional account plans, opportunity reviews and performance reporting to senior leadership, highlighting risk, upside and required interventions.</li>
<li>Cross-functional leadership – Provide sales leadership across bid, engineering, commercial, legal and delivery functions to develop compelling, compliant, deliverable and winning proposals.</li>
<li>Market intelligence – Monitor and interpret regional trends, budgets, programmes and competitor activity, using insight to shape strategy, anticipate customer needs and inform wider Roke decision-making.</li>
<li>Partner and stakeholder management – Establish, govern and develop relationships with in-country partners, customers, government stakeholders and industry bodies to extend reach and accelerate market access.</li>
<li>Brand presence – Act as a senior ambassador for Roke, representing the business at exhibitions, trade missions, strategic customer meetings and senior stakeholder engagements.</li>
</ul>
Candidate Profile
 <ul>
<li>Domain leadership - Defence and National Security sector experience with a strong understanding of customer needs, competitive landscape, procurement processes and regional operating environments.</li>
<li>Growth leadership – Proven ability to create new business momentum, open senior-level access and lead teams in complex, multi-stakeholder environments.</li>
<li>Strategic drive – Proactively sets direction, removes barriers and maintains momentum across regional opportunities, ensuring consistent progression through the sales lifecycle.</li>
<li>Closure focused - Demonstrable success leading full sales cycle activity into the APAC market, ideally with experience across Southeast Asia, Northeast Asia and the Pacific.</li>
<li>Commercial acumen – Strong commercial awareness with the ability to shape regional strategy, influence requirements, assess risk and position solutions early.</li>
</ul>
Key Skills & Experience
 <ul>
<li>Regional market leadership – Strong understanding of defence budgets, procurement cycles, geopolitical drivers and partner ecosystems across APAC.</li>
<li>Complex solution selling – Able to lead the positioning of technical capabilities, operational benefits and value propositions to senior military, government and commercial stakeholders.</li>
<li>Revenue accountability - Demonstrable experience of leading teams to deliver significant annual sales revenue and sustained multi-year growth.</li>
<li>Sales discipline - Demonstrable experience embedding CRM discipline, forecasting accuracy, account planning, opportunity qualification and performance management across a sales team.</li>
<li>Bid and proposal sales leadership – Experienced in directing sales input to bids and proposals, including competitor analysis, win themes, governance, customer strategy and price-to-win considerations.</li>
<li>Cultural fluency - Experience adapting engagement style and leading teams to deliver briefings, demonstrations and proposals to diverse audiences where English may not be the first language.</li>
<li>People and sales leadership - Experience building, coaching and managing agile sales teams, setting standards and delivering complexity at pace across a wide customer base.</li>
</ul>
Personal Attributes
 <ul>
<li>Leadership mindset – Highly proactive, accountable and comfortable setting direction while empowering the team to deliver.</li>
<li>High integrity – Operates with professionalism, discretion and full compliance in sensitive environments.</li>
<li>Resilient and persistent – Provides calm leadership through long sales cycles, competitive pressure and ambiguous regional conditions.</li>
<li>Commercially astute – Quickly identifies value, risk, margin considerations and competitive positioning.</li>
<li>Relationship builder – Builds trust rapidly with senior customers, partners, internal teams and direct reports.</li>
<li>Adaptable – Comfortable navigating ambiguity, cultural nuance, shifting priorities and team development needs.</li>
</ul>
Why You Should Join Us
 We offer a competitive salary and access to a number of additional flexible benefits, which will cover Health and Wellbeing, Savings and Protection & Life, Leisure and Entertainment.
 Roke has a great community of groups with shared interests. These enable people to share ideas and be passionate about tools, technologies & techniques, which interest them.
 We are committed to a policy of Equal Opportunity, Diversity and Inclusion. Our working environment is friendly, creative and inclusive and support a diverse work-force and those with additional needs.
 
Security Information
 <ul>
<li>Due to the nature of this position, candidates must be eligible to achieve Security Check (SC) Clearance as a minimum and in some cases Developed Vetting (DV) clearance may be required</li>
<li>As such, applicants must typically have resided in the UK for:</li>
<li>At least 5 years (for SC clearance)</li>
<li>At least 10 years (for DV clearance)</li>
</ul>
The Next Step
 
Click apply, submitting an up-to-date CV. We look forward to hearing from you.
 
Take a look around the company https://www.roke.co.uk/

Head of Business Development & Sales - APAC

Great ideas come from different minds. That’s why we bring together engineers, scientists, analysts, and creatives from every background — and give them the trust, tools, and freedom to make a difference. What connects us is the mission: solving meaningful problems and building capability that protects what matters most.
 
And as the challenges evolve, so do we — working on the technologies that will shape tomorrow, not just today.
 
Roke
 Built over a 70-year heritage, Roke offers specialist knowledge in sensors, communications, cyber, and AI and ML. We change the way organisations think and act – through dynamic insights from the analysis of multiple layers of data. We take care of the innovative, technical capabilities that keeps everyone safe – that’s our mission, passion, and motivation.
 Joining a team united by purpose and ambition, you’ll be at the heart of an exciting growth journey, at Roke, every individual counts. We push technical boundaries, together. We re-invest in product innovation, and we empower our people to make a difference.
 Job Purpose
 We are seeking a highly motivated, commercially driven self-starter to join our International Revenue & Growth team as a Business Development & Sales Manager – Europe, reporting to the Head of Business Development & Sales – Europe.
 This is a client-facing, sales-led role with full ownership of the sales lifecycle, accountable for generating, developing, and converting high-quality pipeline into revenue. The role requires building credible, trusted relationships within complex organisations, leveraging these to shape, influence, and win opportunities, while maintaining a strong focus on sales progression, pipeline momentum, and deal closure.
 You will bring a broad understanding of sensing, communications, cyber, and intelligence capabilities, enabling you to engage confidently at both technical and commercial levels and position Roke’s offerings effectively across existing and new customers. Acting as the voice of the customer internally, you will ensure Roke’s solutions are aligned to market needs, while clearly articulating the value and differentiation of our products and services.
 Working as part of the International Sales team, you will be responsible for the identification, shaping, and successful conversion of opportunities across your assigned markets. With support from the Head of BD & Sales – Europe, you will engage early in opportunity lifecycles to influence requirements, positioning Roke effectively in advance of formal procurement, and driving opportunities through to successful contract award in collaboration with bid and business winning teams.
 You will work closely with the Sales Manager – Global Partnerships to align regional activity with global prime engagement, leveraging centrally established relationships and strategic partnerships to strengthen market access, positioning, and opportunity conversion within Europe.
 You will also work closely with Campaign Leads, fellow Sales Managers, and Field Operations teams to identify and support trials and demonstration activities, ensuring clear success criteria are defined and that the product and service portfolio is strategically positioned to maximise impact and win probability.
 
Key Responsibilities
 <ul>
<li>Market Access & Entry – Identify and execute effective routes to market, establishing access within complex or restricted environments through direct engagement and selective partnerships, building enduring and trusted relationships that enable revenue growth</li>
<li>Opportunity Shaping – Engage early with customers, influencers, and partners to shape requirements, position the portfolio, and create competitive advantage</li>
<li>Pipeline Generation & Management – Proactively identify, qualify, and progress opportunities, building and maintaining a robust, high-quality pipeline aligned to regional growth targets</li>
<li>Sales Execution & Forecasting – Own and deliver accurate pipeline forecasting, including long-term outlook, account plans, and regular opportunity updates to senior leadership</li>
<li>Cross-Functional Sales Leadership – Lead and coordinate stakeholders across bid, engineering, commercial, and delivery functions to develop compelling, compliant, and winning solutions</li>
<li>Market & Competitive Intelligence – Monitor regional trends, budgets, programmes, and competitor activity to anticipate customer needs, position ahead of requirements, and inform regional and wider strategy</li>
<li>Partner Leverage for Growth – Establish and leverage relationships with in-country partners and integrators to strengthen market access, enhance positioning, and support opportunity conversion</li>
<li>Brand Representation – Act as an ambassador for Roke, representing the organisation at exhibitions, trade missions, and customer engagements to strengthen presence and credibility</li>
</ul>
Candidate Profile
 <ul>
<li>Domain Expertise – Strong experience within Defence, National Security, or adjacent sectors, with a clear understanding of European customer needs, competitive landscape, and procurement approaches across multiple countries</li>
<li>Market Access & Commercial Hunter Mindset – Proven ability to generate new business and establish access within complex European markets, navigating cultural, structural, and market barriers to engage effectively across multi-country, multi-entity organisations</li>
<li>Pipeline Discipline & Momentum – Demonstrates a relentless approach to managing and progressing opportunities, ensuring consistent follow-up, prioritisation, and advancement through the sales lifecycle across multiple stakeholders and geographies</li>
<li>End-to-End Sales Delivery – Demonstrable success owning and executing the full sales cycle, from opportunity identification and shaping through to negotiation and contract award, within complex, pan-European environments</li>
<li>Commercial & Strategic Acumen – Strong commercial awareness with the ability to shape opportunities early, influence customer requirements, and position solutions effectively within centralised and distributed decision-making structures</li>
</ul>
Key Skills & Experience
 <ul>
<li>European Market Knowledge – Strong understanding of defence budgets, procurement approaches, and geopolitical drivers across Europe, with the ability to navigate variation between countries and market structures</li>
<li>Complex Solution Selling – Ability to articulate technical capabilities, operational benefits, and value propositions to senior military, government, and commercial stakeholders across diverse, multi-country environments</li>
<li>Revenue Delivery – Demonstrable experience of delivering £10m+ annual revenue through effective pipeline creation, opportunity shaping, and successful deal conversion</li>
<li>Sales Discipline & Forecasting – Proven experience in CRM utilisation, structured pipeline management, forecasting accuracy, and rigorous opportunity qualification</li>
<li>Bid & Capture Sales Leadership – Experience working closely with bid and capture functions to provide clear sales direction, including competitor analysis, win themes, commercial positioning, and price-to-win strategies</li>
<li>Cultural & Regional Fluency – Experience adapting communication and engagement styles across European markets, effectively operating in multilingual and culturally diverse environments</li>
<li>Collaboration in Matrix Environments – Proven ability to work within and lead across cross-functional, multi-country teams, aligning stakeholders and delivering complex sales outcomes at pace</li>
</ul>
Personal Attributes
 <ul>
<li>Self-Starter Mindset – Highly proactive, driven, and able to build momentum and generate opportunities independently within complex, multi-country environments</li>
<li>Integrity & Professionalism – Operates with a high level of professionalism, discretion, and compliance when working within sensitive and regulated sectors</li>
<li>Resilience & Persistence – Thrives in long, complex sales cycles, maintaining focus and momentum in competitive and often ambiguous environments</li>
<li>Commercial Acumen – Demonstrates strong instinct for identifying value, assessing risk, and positioning effectively against competitors</li>
<li>Relationship-Oriented Influencer – Builds trust and credibility quickly across customers, partners, and internal stakeholders, using relationships to influence decisions and drive outcomes</li>
<li>Adaptability in Diverse Environments – Comfortable navigating cultural differences, organisational complexity, and shifting priorities across European markets</li>
</ul>
Why You Should Join Us
 We offer a competitive salary and access to a number of additional flexible benefits, which will cover Health and Wellbeing, Savings and Protection & Life, Leisure and Entertainment.
 Roke has a great community of groups with shared interests. These enable people to share ideas and be passionate about tools, technologies & techniques, which interest them.
 We are committed to a policy of Equal Opportunity, Diversity and Inclusion. Our working environment is friendly, creative and inclusive and support a diverse work-force and those with additional needs.
 
Security Information
 Due to the nature of this position, we require you to be eligible to achieve DV clearance. As a result, you should be a British Citizen and have resided in the UK for the last 10 years.
 
The Next Step
 
Click apply, submitting an up-to-date CV. We look forward to hearing from you.
 
Take a look around the company https://www.roke.co.uk/

Business Development and Sales Manager - Europe

Join Roke Manor Research and explore 2   exciting career opportunities. They're hiring for various roles with options for remote or on-site work. Apply today and become part of their innovative team.

Roke Manor Research

About Company

Head of Business Development & Sales - APAC

Business Development and Sales Manager - Europe