harmattan-ai - Sales Manager - UK&I
Requirements
• +5-10 years selling complex defence systems to state customers, the majority of it in UK&I. • An existing, live, senior-level network in the territory. This is the first filter — without current high-level access in your market, this is not the right role. • Ownership of at least one full path to contract, from requirement shaping through acquisition route to signature. • A demonstrable record of influencing a requirement or acquisition strategy before a formal competition existed. • Experience running captures with local industrial partners, and fluency in national procurement regulation, documentation and local-content constraints. • A track record of carrying and hitting an order intake number in a fast-moving or resource-constrained environment. • Line management experience, or clear readiness for it. • Native or fully professional command of at least one core language of the territory. • Eligible for national security clearance in the territory, and willing to go through the process. • Willing to travel intensively across the territory. • We look forward to hearing how you can help shape the future of autonomous defense systems at Harmattan AI.
Responsibilities
• Own the territory plan: customer and programme mapping, budget lines, competitive picture, prioritised pursuits, path to contract for each. • Build and hold relationships at senior and institutional level: ministries of defence, procurement agencies, service headquarters and end-user commands. • Shape requirements, acquisition routes and budget line placement ahead of formal competition. • Decide what we pursue and what we walk away from, and defend those calls. • Own pipeline hygiene, forecast accuracy and a defensible probability on every opportunity. • Set the commercial rhythm across the territory: demonstrations, trials, exercises and industry events, with Marketing and your capture manager. • Carry and deliver an annual order intake target. • Lead and grow the territory team.
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