VP A&D Sales (OEM & Primes)
Kx
Sales & Business Development
London, UK
This is a high-impact role responsible for defining and executing go-to-market strategy, securing strategic deals, and establishing long-term positions within priority programmes and accounts.
The role requires deep sector credibility, existing senior relationships, and the ability to operate effectively across complex, multi-year defence sales cycles.
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.