Senior Business Development Manager - UK

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With a legacy of more than 100 years, Janes provides the only single resource for comprehensive, unclassified and up-to-date intelligence on military equipment in production and use around the globe. By structuring and connecting this data to the inventories for more than 190 countries, Janes is uniquely positioned to provide our customers with timely, accurate, validated intelligence to support entity recognition, capability assessment and market analysis.

Janes is a leading provider of timely and assured data, information, analysis and forecasts for Defence & National Security organisations globally.


An exciting opportunity has arisen for a Senior Business Development Manager to be part of the Sales team at Janes.

The Senior Business Development Manager works within a team that sells specific new products or services to customers within UK Government, specifically the National Defence and Security sector. 

In this role, the Senior Business Development Manager primarily sells new products and services while working with limited supervision. The Senior Business Development Manager works on issues of diverse scope requiring analysis of a variety of factors within a broad sales framework. With an understanding of business, financials, products, services and account needs, the Senior Business Development Manager answers customer questions, or requests. 


  • Reporting to the EMEA Sales Director, the individual will engage with many stakeholders (both internal and external), building trusted and effective long-term relationships and high levels of customer delight.
  • Generating a substantive sales pipeline using core sales processes to produce revenue in line with quota.
  • Ensuring that accurate forecasting, pipeline management and other sales process / infrastructures are established.
  • Working alongside Business Development Manager colleagues, with the Account Team Lead to create and manage lead generation action plans within defined segments to grow new business through maximising upsell and cross sell opportunities.
  • Building effective long-term relationships / high level of customer delight - with key decision makers and influencers across an assigned group of customer accounts.
  • Providing "Insight" to customer decision making through Industry, business, and extensive product knowledge.
  • Able to clearly articulate the Janes value proposition.
  • Mainly involved in selling new products and services - works with limited direction or oversight required.
  • Working on issues of diverse scope where analysis requires evaluation of a variety of factors within a broad sales framework including a strong understanding of customer need.
  • Has developed an understanding of business, financials, products and services and account needs.
  • Complexity of accounts, territory, products, and services sold is varied - has developed an understanding of core sales processes.
  • Answering customer questions /requests based upon interpreting facts, developing recommendations, or resolution of issues – problem solver mindset.


  • Proven sales/business development experience in B2B environments.
  • Previous experience in the Defence community would be advantageous.
  • Proven experience of successfully selling into the UK Govt, including the UK MOD.
  • Capability to develop knowledge on the Defence industry products and services.
  • Capability to develop an understanding of Janes Group UK Limited value proposition and core sales process.
  • Demonstrate a good understanding of Aerospace & Defence subject knowledge, although adjacent markets will also provide a degree of new approaches and learning to the team.
  • High-level written and verbal communication skills, with English as a mandatory requirement and other regional language skills seen as a distinct advantage.
  • Has developed a high-level industry expertise and networks.
  • Familiarity with Government and National Security Intelligence processes, especially in the ‘C4ISR’ capability areas, and an understanding of the generic challenges faced by analysts.
  • University degree (Bachelors or equivalent) or equivalent combination of education and experience.
  • UK Security Clearance, SC minimum.

For successful candidates, Janes provides a supportive, stretching and dynamic environment with the ability for you to grow rapidly both personally and professionally.  

We value diversity at Janes and are committed to equal opportunities and creating an inclusive environment for all our colleagues. We welcome applicants regardless of ethnic origin, national origin, gender, race, colour, religious beliefs, disability, sexual orientation and age. 

Or, know someone who would be a perfect fit? Let them know!


163 Brighton Rd
CR5 2YH Coulsdon Directions View page

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We offer a great place to work, a place where you’re valued and together, we’re making a difference in the world. We offer a great benefits package to ensure Janes is a true employer of choice.

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