Business Development Manager – Defence (Cyber & Digital)

At Nortal, we believe in thinking big—creating digital solutions with meaningful, far-reaching impact. As a global professional services firm, with around 2700 professionals across 26 locations, we’ve spent over two decades helping governments, enterprises, and healthcare institutions in Europe, North America, and the Middle East build secure digital organisations, businesses, and entire societies. 

 
Nortal is seeking an experienced Business Development Manager to accelerate growth within the UK defence sector. The successful candidate will operate as an individual contributor, developing and converting pipeline across cyber and digital opportunities, primarily through MOD and the defence prime contractor ecosystem; but also capable of exploiting associated public sector opportunities. 
This role is focused on personal output—building relationships, originating opportunities, and converting pipeline—rather than team leadership or organisational management. 

You will play a key role in expanding Nortal’s presence within the UK defence market: 

• Generate New Business Pipeline – Identify, originate, and develop new opportunities across defence programmes, with a focus on cyber and digital services.
• Work Within the Defence Ecosystem – Build and leverage relationships across prime contractors, operating through subcontracting routes to market.  
• Engage Key Stakeholders – Develop relationships across the MOD and single services, understanding programme structures, procurement routes, and funding dynamics.  
• Convert Opportunities to Revenue – Progress opportunities from early engagement through to close, working closely with internal bid and delivery teams where required.
• Strengthen Market Presence – Represent Nortal at industry events, conferences, and forums to build credibility and visibility within the defence community.  
• Develop Strategic Relationships – Build long-term, trusted relationships with partners and customers to drive a repeatable flow of opportunities.  
• Collaborate to Win – Work cross-functionally to shape compelling, differentiated propositions aligned to client needs.  

What We’re Looking For 

• Demonstrated ability to generate and convert pipeline as an individual contributor.  
• Established network in the UK defence ecosystem – existing relationships across primes, MOD, and industry bodies are essential.  
• Proven experience in business development within the defence sector, ideally across cyber and/or digital services.
• Strong understanding of routes to market, including subcontracting through prime contractors.  
• Active presence in the defence community, including engagement with industry organisations.
• Strong commercial acumen, with the ability to progress and close complex opportunities.  
• Excellent communication and relationship-building skills.  

Why Nortal? 

• Play a key role in expanding Nortal’s footprint in the UK defence sector.  
• Work on high-impact cyber and digital programmes supporting mission-critical environments.  
• Be part of a global organisation with an entrepreneurial, delivery-focused culture.  
• Competitive salary and benefits package. 

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