Business Development Manager - Defence & Law Enforcement

Canon UK are looking for a seasoned Business Development Manager to drive the sales of ITCG Products & Services into both existing and new customers within the Defence and Law Enforcement (DLE) sector. As our Business Development Manager you will develop a deep understanding of customer applications, build trusted long-term relationships within a highly restricted environment, and generate compelling commercial propositions to grow Canon’s business and deliver agreed financial targets.

Acting as the sector specialist for DLE, you will be supporting complex, solution-based opportunities where Canon products form part of wider integrated solutions, whilst strengthening Canon’s position across direct and indirect routes to market.

As our Business Development Manager, Defence & Law Enforcement your key responsibilities will be to.

• Lead the development of the Defence and Law Enforcement segment, delivering revenue and profit targets in line with agreed business objectives.
• Identify, develop and convert new B2B opportunities while protecting and growing existing business within the segment, optimising both direct and indirect routes to market.
• Own and deliver the segment pipeline, ensuring high-quality opportunity management, accurate forecasting and disciplined use of Salesforce as the core CRM platform.
• Develop strategic account plans for key and “must-win” accounts, building strong engagement across multiple stakeholders and decision makers within secure environments.
• Work closely with key channel partners (including major strategic dealers) to maximise sales-out performance, strengthen collaboration and drive mutual growth.
• Act as a trusted advisor to customers by understanding operational use cases within military, law enforcement and security environments, translating needs into tailored solutions.
• Collaborate cross-functionally with product, marketing, service, finance and European teams to develop competitive, solution-led propositions and improve win rates.
• Monitor market trends, competitor activity and emerging technologies to identify opportunities, mitigate risks, and inform segment strategy.
• Support the full commercial lifecycle from opportunity creation through to order, delivery, invoicing and cash collection in collaboration with internal teams.

To be successful in this Business Development Manager, Defence & Law Enforcement role you will possess the following skills and experience.

• Strong commercial and business development experience within a B2B sales environment
• Proven ability to manage complex, solution-based sales cycles involving multiple stakeholders
• Experience working with indirect channels, partners or distributors
• Strong relationship management skills with the ability to build credibility in specialist or restricted-access environments
• High level of commercial acumen, balancing revenue growth, profitability and long-term investment
• Excellent communication and influencing skills, with the ability to operate at senior stakeholder level
• Strong analytical capability, using data and insight to drive decision making and performance improvements
• Experience using CRM systems (preferably Salesforce) for pipeline management and forecasting
• Ability to operate effectively across cross-functional and European matrix organisations

Desirable

• Experience within Defence, Law Enforcement, Government or similarly regulated sectors
• Knowledge of imaging, video, broadcast or related technologies
• Experience managing strategic accounts or specialist vertical segments
• Familiarity with complex procurement environments or frameworks
• Security clearance or willingness/ability to obtain required clearance

Canon Core Behaviours​

• Drive for Results – Consistently delivers against targets and takes accountability for outcomes

• Customer Focus – Builds deep understanding of customer needs and delivers value-driven solutions

• Ownership & Accountability – Takes full responsibility for segment performance and business outcomes

• Collaboration & Teamwork – Works effectively across teams, partners and geographies to achieve shared goals

• Commercial Acumen – Makes informed decisions balancing growth, profitability and strategic priorities

• Influence & Negotiation – Builds alignment and drives outcomes across complex stakeholder groups

• Agility & Continuous Improvement – Adapts to market changes and continuously seeks to improve ways of working

• Integrity & Trust – Operates with professionalism and credibility in sensitive and secure environments

The salary for this role is £50k - £60k depending on experience plus £25k OTE, car allowance and company benefits

The internal job title for this role is: Segment Manager DLE

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