Director of International Business Development.
University Services
External Relations
Ref: 143731
Salary: Competitive

Are you looking for a new, exciting challenge?

The University of Glasgow has been changing the world for more than 570 years, and today we are delighted to rank in the top 100 of universities worldwide in both the Times Higher Education and QS World University Rankings.

The University employs over 10,000 staff and is in the midst of an ambitious £1 billion capital development programme. Our people have always been at the forefront of innovation, and our past achievements inspire our current world changers.
An exciting opportunity has arisen for a new role at the University of Glasgow, Director of International Business Development within our External Relations Directorate. Reporting to the Deputy Vice-Chancellor, External Engagement, you will provide strategic leadership to the identification of new transnational education (TNE) opportunities. This will include the identification and evaluation of opportunities to grow the University of Glasgow’s international footprint through all facets of TNE.
You will directly deliver a number of strategic KPIs within the University’s Global Glasgow 2025 International Strategy through expert advice, influencing and collaboration with senior colleagues across the institution to ensure delivery on both international and local strategic objectives. You will have a strong background in fostering successful collaborations with institutions, managing transnational education programmes and driving strategic internationalisation activities.
In this integral role, high-level engagement will be required with key external stakeholders, including national and international governments, sector advisory bodies, global higher education institutions and industry to ensure that the University meets its objective of extending its global reach and reputation – not just as the best university in the world, but the best university for the world.

You will demonstrate a high level of interpersonal skills including communications, negotiation, motivating, influencing and relationship building. With experience of making a significant impact on long-term direction, strategy and objectives you will have demonstrable ability to initiate and establish successful partnerships and the agility to respond to both challenges and opportunities as they arise.

You will have the gravitas and people skills to effect change and contribute to senior level decision-making within a high performing organisation.

Apply online at https://my.corehr.com/pls/uogrecruit/erq_jobspec_version_4.jobspec?p_id=143731

This is a full-time (35 hours per week) , open-ended (permanent) role.

As part of Team UofG, you will be a member of a world-changing, inclusive community, which values ambition, excellence, integrity and curiosity.

As a valued member of our team, you can expect:
1 A welcoming and engaging organisational culture, where your talents are developed and nurtured, and success is celebrated and shared.
2 An excellent employment package with generous terms and conditions including 41 days of leave for full time staff, pension , benefits and discount packages.
3 A flexible approach to working.
4 A commitment to support your health and wellbeing.

We believe that we can only reach our full potential through the talents of all. Equality, diversity and inclusion are at the heart of our values. Applications are particularly welcome from across our communities and in particular people from the Black, Asian and Minority Ethnic (BAME) community, and other protected characteristics who are under-represented within the University.

We endorse the principles of Athena Swan and hold bronze, silver and gold awards across the University.

We are investing in our organisation, and we will invest in you too.

Proud member of the Disability Confident employer scheme

Position:

Symantec Sales Director - EMEA

Job Description:

EMEA Sales Director - Symantec

As the EMEA Sales Director for Symantec, you will be a strategic leader responsible for overseeing and driving the success of the Regional Sales Managers (RSMs) within the EMEA region. Your role is pivotal in shaping and executing the sales strategy to achieve revenue goals, foster client relationships, and strengthen Symantec's market position in the cybersecurity sector.

What will you be doing at Arrow ECS?  

• Leadership and Mentorship: Lead and inspire a team of Regional Sales Managers across the EMEA region. Provide guidance, mentorship, and strategic direction to ensure individual and collective success in driving upsell and acquiring new logos.

• Sales Strategy: Develop and implement a comprehensive sales strategy for the EMEA region, aligning with Symantec's overall business objectives. Ensure consistency in approach while tailoring strategies to address specific market dynamics in each region.

• Collaboration with Regional Sales Managers: Work closely with RSMs to set clear objectives, provide support in key client negotiations, and offer insights to overcome challenges. Foster collaboration across the team to maximize synergies.

• Revenue Performance: Take accountability for the overall revenue performance in the EMEA region. Monitor and analyze sales metrics, providing strategic recommendations to enhance performance and address any gaps.

• Client Engagement: Cultivate strong relationships with key clients and strategic partners in the region. Act as a high-level representative of Symantec, ensuring client satisfaction and reinforcing Symantec's position as a leader in cybersecurity.

• Market Intelligence: Stay abreast of industry trends, competitor activities, and emerging opportunities within the EMEA region. Use this intelligence to adapt sales strategies and maintain Symantec's competitive edge

What is in it for you?  

Location:

UK-United Kingdom - Remote 37.5 Hrs

Time Type:

Full time

Job Category:

Sales

Kainos provides a market leading, full life-cycle portfolio of bespoke digital solutions to Public Sector as a long-established supplier to the UK Government, providing innovation and best in class customer focused, value add delivery to solve complex client problems.

Whether working with our clients’ legacy or more modern systems, we apply innovation and expertise to modernise their processes through digital transformation and innovation by our Cloud, Data & AI, Low Code and Digital Advisory practices.

Recent Industry leading and award-winning projects our Public Sector team have delivered include:

DVSA -
• Best Public Sector IT Project of the Year, UK IT Industry Awards for DVSA’s digital transformation of the future driver theory test.
• Award winner for DVSA’s pioneering predictive analytics tool to detect fraudulent activity and digitally transforming the driver examination process.

DSTL -
• The Defence Science and Technology Laboratory (Dstl) is a UK government agency of the Ministry of Defence. Dstl provides world-class expertise and delivers cutting-edge science and technology for the benefit of the UK and allies. Kainos delivered cloud native modernisation for the DSTL to reduce costs and drive innovation, delivered 6 weeks ahead of schedule.

Other life-changing projects Kainos has delivered in the Public Sector include:

• HM Passport Office – digital passport application and renewal process, a £20m+ project
• Register to Vote service, a £3m+ project
• MOT service, a £15m+ project
• Defra EU Exit and Trade services, a £20m+ project

The team

We are delighted to offer an exciting growth opportunity to be part of our Public Sector Business Development team at Kainos.

Currently a team of 14 people, our BD team is located across the UK (Belfast, London, Birmingham) leading growth and revenue generation with Public Sector clients across UK&I, EMEA and North America. The team has an enviable reputation in the market having supported clients through some of the most complex digital transformations ever delivered in the UK Public Sector.
With continued success and a strong trajectory of opportunity, we have established a devolved sectoral structure of client groups to support Public Sector clients:

• Central & Devolved Government
• Public Safety and National Security
• Transport
• Tax, Trade and Welfare (including Defra, HMRC, DWP)

Each client group has a leadership team responsible for delivering and growing our business with customers in the group and supports a devolved reporting model across the business.

As a Business Development Director (Principal) in Kainos, you will take a lead role in the Business Development team, operating as an individual contributor in the Transport or the Tax Trade and Welfare Client Group, being responsible for growing our customer base and delivering our business development strategy.

Having expertise in one of these client group sectors is advantageous for this role.

You will generate opportunity in your sector by developing an extensive network of industry contacts including senior civil servants within the UK Government and Public Sector space.

Through your existing network, existing Kainos stakeholder relationships within our client base and leveraging connections through our Kainos Workday Practice, you will lead strategic Business Development, ensuring cross-selling opportunities are maximised. You will work collaboratively with other members of the Business Development team as well as colleagues from other areas of the business including delivery, commercial, marketing and operations, owning opportunity management from first conversation to contract.

Your key responsibilities will include: 

• Developing Kainos as a business – you will build and maintain a strong pipeline of opportunities across your sector/region that will enable you to forecast accurately across future quarters, achieve agreed sales targets and maintain predictability of future revenue. 
• Providing Business Development leadership – utilising best industry practice and processes you will develop sector/region specific prospect and account plans and lead pursuit teams to develop pipeline and deliver revenue.
• Being a trusted advisor for our customers – you will apply a consultative selling approach based on taking time to properly understand our customers, their challenges and opportunities, exercising empathy, active listening, responsiveness and creativity. 
• Putting deals together – deals will need to meet sales, revenue and profitability objectives, and ensure that the work contracted is compatible with Kainos’ strategy and goals. 
• Building and developing strategic partnerships – you will build and maintain successful partnerships with other businesses in our ecosystem to enable Kainos to be positioned as a go-to partner that is trusted and continually adds value. 
• Negotiating & managing senior stakeholders - You will be an expert negotiator and excel in in senior stakeholder relationship management, with experience of presenting and refining proposals to achieve win/win outcomes for Kainos and our customers. 
• Be an external Kainos ambassador - with an external customer focus, you must ensure that you embrace and promote the culture, values and behaviours that make Kainos unique. 
• Working as part of a team - You will work closely with colleagues from other business units as well as industry partners to ensure that cross-selling opportunities are maximised. 
• Putting people first & developing others – You will mentor, coach, and develop colleagues within your client group and the wider Public Sector team, developing their business development skills and potential, supporting their career development.

Essential requirements: 

• Experience in leading Business Development with Public Sector client accounts in excess of £5m per annum, selling complex digital solutions.
• Excellent knowledge of digital service concepts and our markets, with the ability to articulate the distinct aspects of products and services and position them against competitors.
• Expert in business development processes, deal commercials and constructing complex commercial offers.
• Ability to create business development strategies and account plans that ensure success in winning multiple multi-million-pound deals and deliver against quarterly and annual targets.
• An appreciation and knowledge of technology delivery, agile methodologies, etc.
• Broad technology experience and a sound awareness of technology trends and their potential impact for customers.
• Ability to operate in a highly competitive and pressurised environment, making sensible decisions that do not compromise Kainos.
• Ability to communicate, present and influence credibly and effectively at all levels of the customer organisation, including executive and C-level.
• Expert networking skills and the ability to build strong and appropriate relationships with senior stakeholders.
• Ability to plan and meet deadlines in accordance with business requirements.
• Excellent negotiation skills, both from a commercial and contract perspective as well as resolving escalations and diffusing issues.
• We are passionate about developing people – a demonstrable ability in mentoring and coaching members of your team and wider community.

Desirable: 

• Demonstrable experience working closely with global partners to build successful co-sell relationships and generate revenue.
• A genuine passion in solving complex customer problems with technology.
• Experience of growing a market sector and developing new offerings.

 

 

The Deputy Director, HR Business Partnering (Operations) will manage a team of geographically dispersed HR Business Partners across His Majesty’s Prison and Probation Service (HMPPS). The role will involve working strategically with senior business leaders to develop and oversee the delivery of people strategies and interventions which focus on retention, building capability and capacity, leadership development, attraction, talent and inclusion, ensuring alignment with People Group and Outcome Delivery Plan (ODP) priorities. The role will work alongside the DD HR Business Partnering (CEO) ensuring collective priorities and coordination across HMPPS people plans.

The post holder will be accountable for the delivery of the team's business plan objectives, working closely with both the HMPPS People Intelligent Client Function and People Group colleagues to determine appropriate cross-HMPPS priorities and setting direction for the operational HR Business Partnering team.

The post holder will help to shape and support the successful transition and embedding of the new HR Business Partnering operating model, leading the change and building and maintaining team engagement. They will also help to embed a revised HRBP service offer across HMPPS, ensuring clear expectations are communicated in order to provide a professional service to our stakeholders. This will also include building HR capability and talent within the team.

The role holder will report to, and work closely with the Executive HR Director, responsible for this area, and operate as a key member of the People Group leadership team, working to lead the people function across MoJ.

Responsibilities

This role will include the following responsibilities

• Accountability for strategic leadership, partnering and business delivery, and being part of the senior leadership team; in addition to forming part of organisational leadership teams across MoJ.
• Setting the direction and driving a systematic, evidence-based approach across the department for workforce planning and future shaping activity that enables business areas to deliver effective outcomes in an often volatile, uncertain, complex and ambiguous environment.
• Strengthening all aspects of capability across the team, including working with other functional colleagues to develop business partner capability that will meet the demands of now, but also the future.
• Being a strong corporate leader who works collegiately across MoJ People Group to set direction, convey a future vision, motivate teams and develop, attract and retain diverse talent.
• Working in a programmatic, systematic way, comfortable using data and insight to guide work, inform activity and outcomes, ensuring there is robust HR analytics across the business to inform people related decision making.
• Communicating with credibility and using excellent interpersonal skills to command the trust and confidence of senior officials and stakeholders, and translating complex information into meaningful, easily understood narrative.
• Building strong and effective relationships with senior internal and external stakeholders, at all levels, through collaboration, professional credibility and emotional intelligence.
• Working successfully with senior stakeholders to drive change and improve performance through influencing and coaching business leaders to drive outcomes and delivery across the department.
• Supporting cross-team working, development and wellbeing as a key member of the People Group Senior Leadership Team.