Major Programmes Sales Lead

Key areas of responsibility

• Lead enterprise-scale sales opportunities (typically £10M+) from origination to closure, ensuring momentum across qualification, capture, bid, negotiation, and contracting. 
• Develop clear win strategies, including competitor analysis, differentiation, and risk mitigation. 
• Identify, evaluate, and secure strategic industry partners to form bid winning teams. 

• Work closely with revenue operations and executive leadership to ensure robust sales discipline and accountability. 

• Role model the behaviours and habits of a high-performing sales organisation - energising the team, reinforcing customer-centricity, and fostering accountability and ownership. 
• Guide and coach the wider team to develop capture strategies across key verticals: defence, national security, emergency response, and Critical National Infrastructure (CNI). 
• Serve as a coach and mentor: encouraging creative thinking and helping team members overcome technical, commercial, or political blockers. 

Key skills, experience and behaviours

• Strong track record of closing complex enterprise sales (ideally £10M+ deals) within the public sector. 
• Deep knowledge of UK public sector procurement regulations, routes to market, and multi-year contracting. 
• Proven ability to guide opportunity strategy - incorporating capture planning, stakeholder mapping, bid development, and win themes. 
• Experience engaging both technical and non-technical stakeholders, with the ability to bridge engineering depth and executive-level messaging. 

• Mission-focused: You care deeply about the end-user and the impact of your work on public safety and national security. 
• Creative and tenacious: You bring original thinking to how we win business and aren't deterred by complex or ambiguous routes to market. 
• Technically fluent: While not necessarily an engineer, you're able to grasp technical concepts and translate them into compelling customer narratives. 
• Hands-on leader: You get stuck in with proposals, negotiations, and strategic discussions. 
• Trusted advisor: You can build trust and influence at C-suite level across customers and partners. 

Working at Rowden