Client Manager - Public Sector

Job Title:             Client Manager - Public Sector

Global Grade:     GG13

Location:             UK Sites (Farnborough, Boscombe Down, Bristol, Portsmouth)

Role Type:           Permanent – Full Time.  Compressed working patterns available. 

Role ID:              19178

 

 

Role Purpose

•    Client management of key Public Sector accounts, drive annual revenues from this account from £2M to £5M.
•    Provide coordinating interface and point of contact across customer stakeholder community in key accounts for cradle to grave engagement from up front strategy, business development through to operational programme delivery.
•    Provide clear communications between key account stakeholders and internal QinetiQ teams in order to ensure common understanding of customer strategic growth plans, planned procurement opportunities and status of delivery across project portfolios.
•    Proactive link back to the QinetiQ business to ensure forward planning, capability development and resource requirements are known and can be planned against in order to meet future demand from key accounts.
•    Similar to above, link back to the QinetiQ business to ensure that any issues/challenges with ongoing project delivery are flagged early so that remediation and response can be planned effectively.
•    Proactive engagement with key account stakeholders to understand/help inform and shape their future strategies as appropriate, and that QinetiQ continues to be well positioned to deliver into these strategies.

 

Key Accountabilities

1.    Stakeholder engagement: development and implementation of key account stakeholder engagement plans - building trusted relationships across procurement and operational parts of their organisations. Establish similar relationships within QinetiQ to facilitate effective coordinating role across strategy development/BD and operational delivery.
2.    Strategy development: build a detailed understanding of the key account’s strategic plans, their key drivers, constraints and hot buttons. Help shape and inform their strategy development by leveraging wider QinetiQ experience and perspective. Feedback to QinetiQ to help support our strategic planning and investment decisions.
3.    Opportunity Development: following on from above, build detailed understanding of key account’s budgets and future procurement plans. Provide clear comms and conduit back to the QinetiQ business to inform investments and future BD/Capture planning to align with customer strategies and planned procurements.   
4.    Operational delivery: through established customer relationships, build picture across our portfolio of delivery projects, eg customer perceptions of what is going well and what is not, where we have performance issues and what impacting factors are likely to emerge in the future. Subsequently feed this back to the QinetiQ team to inform future planning and early corrective actions as needed/appropriate. Inform messaging strategy and support communication back to customers in relation to performance/improvements that can be made in operational delivery. Where necessary facilitate meetings of relevant parties from both sides to support resolution.
5.    Heartbeat and tempo: support development of business rhythm between key accounts and QinetiQ (eg monthly account reviews, project reviews) bringing stakeholders from both sides together to support ambition of partnership (eg assured common view on operational delivery/performance and alignment on future strategic development and emerging opportunities). Proactively participate in this rhythm throughout.

 

Key Capabilities/Knowledge

•    Domain knowledge: strong background working in and knowledge of the Cyber Security domain. In depth understanding of key drivers and constraints that will steer future strategy with an ability to link this to technical/operational requirements.
•    Stakeholder management: ability to build relationships and inspire confidence at multiple levels with key accounts and QinetiQ organisations. Ability to span Operational, Commercial and Procurement domains to provide single coordinating role. 
•    Strategic vision: ability to operate in a complex environment with conflicting demands and diverse set of stakeholders to build clear strategy and forward path.  
•    Influence/Trust: ability to influence and engender trust across diverse (internal/external) stakeholder community in order to help attain consens