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.
Role Purpose
Lead strategic capture efforts for major and enabling deals, driving win strategies that align with business objectives and customer needs. This role is pivotal in shaping opportunities early, building senior-level customer and stakeholder relationships to build their confidence, develop our understanding of their needs and ensure key members of the team are tasked to work with them so they recognise the value of our products, offerings and differentiation.
Key Responsibilities
Strategy: Develop the capture strategy and achieve approval from the Business Unit Leadership Team. Manage, maintain, and update the Capture Strategy and Plan, ensuring key data, templates and analysis are up to date, informing the governance and assurance process.
- Capture Ownership: Own the full capture lifecycle from opportunity identification through to contract award, ensuring continuity and accountability, working as, or in collaboration with the Opportunity Owner.
- Win Strategy Development: Define and secure approval for capture plans, including investment, competitive positioning, and risk mitigation.
- In conjunction with sales, account and project teams, Customer and Stakeholder Engagement: Build and maintain senior-level relationships, influence requirements, and ensure solutions align with customer needs.
- Market Intelligence: Consolidate and analyse customer, competitor, and market insights to inform strategy and differentiate our offer. Collaborate with Marketing to document market knowledge, maintain currency and ensure future availability.
- Value Proposition: Shape compelling and differentiated solutions including teaming/partnering decisions and win themes, tailored to customer pain points and decision criteria.
- Commercial Alignment: Work with commercial, project and finance teams to ensure proposals are viable, profitable, and compliant.
- Governance: Ensure adherence to internal approval processes, ethical standards, and Shipley best practices.
- Team Leadership: Direct multi-disciplinary teams, coach, and mentor capture professionals, and maintain momentum through complex campaigns.
- Performance Tracking: Monitor PWin, Gate Reviews, and key milestones, adjusting strategies to maintain competitive advantage.
Candidate Profile
Background and Experience
- Minimum of 10 Years in Sales/ Business Development and Capture delivery.
- Proven track record of undertaking large, complex Capture activities in pursuit of government contracts (£20m +).
- Background in defence and national security in Digital Defence, Security, Cyber and C4ISTAR domains.
- Deep knowledge of defence and government procurement frameworks for major/complex procurements.
- Extensive customer and stakeholder knowledge, experience and contacts in the defence and/or national security domains.
Key Skills & Experience
- Proven leadership of complex capture and cross-functional teams.
- Track record of winning major deals (£10M+), including negotiation and closure.
- Strong understanding of Shipley principles and competitive bid environments.
- Ability to influence senior stakeholders internally and externally.
- Commercial acumen, strategic thinking, and resilience under pressure.
Personal Attributes
- Strongly motivated to pursue opportunities and identify critical information.
- Highly articulate and persuasive; gaining customer and stakeholder confidence.
- Ability to work in a fast-paced, multi-stakeholder environment.
- Strong collaboration and leadership skills.
- Excellent presentation skills.
Why Join Us?
Be part of a dynamic team shaping strategic growth through innovation and collaboration. We offer:
- Matched contribution pension scheme, life assurance
- Generous holiday allowance + option to purchase extra days
- Health Cash Plan, Private Medical & Dental Insurance options
- Employee discount portal (travel, restaurants, cinema, and more)
- Volunteering opportunities and Armed Forces Covenant support
- Inclusive culture where you can be authentic, feel valued, and realize your full potential
Security Clearance
SC will be required for this role. You will need to be a citizen within the UK for 5 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/
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