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About the Role

This commercial role focuses on driving new revenue within a key account in the Defence Industry. You will identify, develop, and win new opportunities within an established client environment by building trusted relationships and understanding client priorities to expand Scale Factory's presence.

Responsibilities

• Develop and execute a commercial growth plan focused on generating new revenue within a major defence account.
• Maintain a clear account plan covering stakeholders, current engagements, programme priorities and commercial whitespace.
• Map account structures, buying groups, decision-makers and influencers.
• Identify and pursue new opportunities across programmes, business units and stakeholder groups.
• Build a sustainable pipeline of new projects, service lines and buying centres.
• Introduce Scale Factory’s broader capabilities into areas where we do not currently operate.
• Build trusted relationships with technical, operational, commercial and executive stakeholders.
• Lead discovery conversations to uncover client challenges, priorities and transformation needs.
• Develop a strong understanding of the client’s strategy, operating environment and investment priorities.
• Connect client needs to practical, outcome-led technology solutions.
• Use successful delivery outcomes to build credibility and access to new stakeholders and programmes.
• Identify opportunities to extend Scale Factory’s impact beyond current engagements.
• Coordinate Scale Factory’s delivery, technical, commercial and leadership teams around the account growth strategy.
• Ensure the right capabilities and subject-matter experts are engaged at the appropriate stage of each opportunity.
• Maintain internal alignment on priority opportunities and commercial actions.
• Share account insight to support the development of relevant propositions and campaigns.
• Build advocacy and sponsorship within both the client and Scale Factory.

Requirements

• Experience working within large client accounts involving multiple stakeholders, programmes, suppliers or buying centres.
• A track record of generating new revenue within existing accounts by identifying new stakeholders, projects, business units or service opportunities.
• Experience building and maintaining account plans covering stakeholders, current engagements, commercial whitespace and growth priorities.
• Experience positioning or selling technology services such as cloud, AI, data, quality engineering, managed services, advisory or technology consulting.
• The ability to understand client challenges, lead discovery conversations and work with technical colleagues to shape appropriate solutions.
• The ability to build relationships across executive, technical, operational, commercial and procurement stakeholders, including opening new relationships beyond existing contacts.
• Experience working with multidisciplinary teams across sales, delivery, technology, commercial and leadership functions.
• Good opportunity qualification, forecasting, negotiation and deal-management skills.
• Experience using structured qualification methodologies such as MEDDPICC would be beneficial.
• An understanding of the UK defence ecosystem, procurement processes, governance structures or security requirements would be advantageous.
• Experience working through formal procurement processes, frameworks, competitive bids would also be beneficial.

Skills

• Cloud consulting and engineering
• Quality engineering and testing services
• AI and data solutions
• Technology advisory and transformation support

Location

• Hybrid working

Work Type

• Hybrid working

Experience Level

• Experienced Account Manager

Benefits

• 25 Days of Annual Leave
• 1 extra day every year for the first three years
• Holiday buying scheme
• Pension Plan: Employer-matched contributions up to 5%
• Health Benefits: Comprehensive coverage for medical, dental, optical, and alternative therapies.
• Fitness Support: Subsidised gym memberships
• Bike-to-work scheme
• Commuter Benefits: Season ticket loans
• Free Annual Rail Cards
• Electric vehicle salary sacrifice scheme
• Tailored training and development opportunities
• Full support for certifications

About the Company

• AI enablement consultancy.
• Delivering quality-led AI-first foundations, embedding capability and excellence into the foundational fabric of the companies we work with.
• Give leaders the confidence to move faster, take smarter risks and pursue transformation.
• Formerly Ten10, with deep roots in Quality.
• Combine engineering discipline with cutting-edge AI expertise to deliver robust, scalable foundations.
• Supportive, inclusive team that values collaboration, creativity, and innovation.