VP A&D Sales (OEM & Primes)

Skills

· Strategic thinker with strong execution discipline.

· Credible at senior (C-suite / Director) level externally and internally.

· Strong commercial and negotiation capability.

· Able to operate autonomously in a lean, high-accountability environment.

· Clear, structured communicator with sound judgement.

Essential Experience

· 10+ years in Aerospace and Defence sales/business development, with a significant portion at senior level.

· Track record of selling software and software-based solutions.

· Demonstrated success closing large, complex deals with OEMs, Defence Primes, and/or Defence organisations.

· Strong existing relationships with OEMs, Defence Prime Contractors, and Government Defence organisations.

· Deep understanding of defence procurement frameworks, programme lifecycles, and regulated environments.

· Holds a current UK NSV clearance or can undergo and pass UK National Security Vetting.

Success Measures

· Establishment of a credible, high-value pipeline within priority accounts.

· Conversion of strategic deals and programme wins.

· Strength of relationships at senior levels across OEMs, Defence Primes, and UK and European MOD.

· Contribution to overall A&D revenue growth and market positioning.

· Define and execute sales strategy across priority OEMs, Defence Primes, and existing Defence accounts.

· Build, own, and convert a high-quality pipeline aligned to key programmes and budgets.

· Lead deal strategy and execution from early positioning through to contract close.

· Establish and manage C-suite and senior stakeholder relationships across OEMs, Defence Primes, and MOD (or equivalents).

· Define and execute routes to market via OEMs and Defence Prime contractors.

· Lead partnership development and strategic teaming arrangements.

· Engage directly with Defence organisations on priority programmes where relevant.

· Shape deal structures, pricing, and commercial strategy.

· Lead bid strategy, including bid/no-bid decisions.

· Work closely with technical, pre-sales, and delivery teams to shape differentiated propositions.

· Primary focus on OEM and Defence Prime-led routes to market, with selective direct Defence engagement (based on existing accounts).

· Operates within a focused UK-centric strategy, prioritising areas of clear differentiation.

· May require international travel to support expansion of UK Defence Prime and OEM activity.

· Lean team structure with expectation of hands-on deal leadership and delivery.

Preferred Qualifications

· Armed forces data analytics and work in electronic warfare environments.

Location & Workplace Type

UK Remote