Senior Business Development Manager

Indra is one of the leading global technology and consulting companies and the technological partner for core business operations of its customers worldwide. It is a world-leader in providing proprietary solutions in specific segments in Transport and Defence markets, and the leading firm in Digital Transformation Consultancy and Information Technologies in Spain and Latin America through its affiliate Minsait. Its business model is based on a comprehensive range of proprietary products, with a high-value focus and with a high innovation component. In the 2025 financial year, Indra achieved revenue of €5.5 billion, 70,000+ employees, a local presence in 46 countries and business operations in over 140 countries.

As the technological partner for its customers’ key operations, Indra is at the core of their business, and Indra’s four values guide everything we do:

Innovation - Our capacity for innovation, cutting-edge solutions, and specialised team of professionals enables us to drive a safer, more connected future through technology.

Trust - We work with strength, commitment, and reliability, delivering quality solutions to build trust with customers, employees, partners, investors, and society.

Connection - We harness the power of collaboration, connect ideas and solutions, and adapt to our customers’ needs, supporting them on the path to a better future.

Foresight - We anticipate future needs to make the world safer and more connected, transforming our experience and knowledge into solutions for a better tomorrow.

About IndraMind

IndraMind is Indra’s advanced AI and data platform for mission-critical and operational environments, designed to support decision-making, coordination and resilience in complex, high-consequence contexts.

It brings together artificial intelligence, data integration and operational systems into a coherent layer that enables organisations to connect existing capabilities, fuse large volumes of heterogeneous data, and generate actionable insight in real time.

IndraMind is deployed in high-trust environments, including defence, security, public sector and critical infrastructure, where requirements around security, data control, interoperability and operational performance are non-negotiable. It is designed to work with existing systems rather than replace them, providing a structured way to integrate, analyse and operationalise data across domains.

Typical applications include command and control, situational awareness, multi-agency coordination, emergency management, border security and infrastructure resilience, where the ability to combine data, systems and decision processes directly impacts operational outcomes.

In this context, IndraMind is positioned as a trusted operational platform for AI and data-driven decision support, particularly in environments where reliability, traceability, resilience and control over data and capabilities are critical.

Role overview

Indra is seeking an accomplished Senior Business Development Manager to lead the market  development of IndraMind across the UK and Ireland. Based in Indra’s London office and working as part of the IndraMind Europe Business Development team, this role will help establish IndraMind as a trusted AI and data platform for mission-critical operational environments.

This is a senior, front-line market development role focused on identifying, shaping and progressing new opportunities during the early stages of the business winning lifecycle. The successful candidate will build trusted relationships, develop qualified pipeline and position IndraMind with customers whose operating environments demand resilience, security, interoperability and confidence in data-driven decision support.

The role requires a commercially disciplined business development professional who can originate opportunities independently, engage senior stakeholders credibly and progress complex opportunities through structured and often lengthy public-sector and enterprise sales cycles.

The successful candidate will be comfortable operating with a high degree of autonomy in multi-stakeholder, high-trust environments across Defence, Security, Government, Resilience and Critical Infrastructure. They will be able to translate complex capabilities, including AI, data platforms, operational intelligence and decision-support systems, into clear operational and commercial value for customers.

The role covers the full business development lifecycle, including prospecting, stakeholder engagement, opportunity qualification, use case development, internal coordination, RFI/RFP/tender support and commercial follow-up.

This is not a Key Account Management role. It is a proactive market development role focused on creating, qualifying and advancing new opportunities in a complex and competitive landscape.

Key Responsibilities

• Identify, prioritise and develop new business opportunities across Defence, Security, Resilience, Public Sector and Critical Infrastructure domains in the UK and Ireland market.
• Build and manage a qualified pipeline from first principles, aligned with IndraMind’s positioning, target use cases and commercial priorities.
• Engage and develop relationships with senior stakeholders across government, defence organisations, security agencies, critical infrastructure operators and industry partners.
• Structure and rigorously qualify opportunities, including stakeholder mapping, use-case definition, budget identification, procurement route, decision-making process and delivery feasibility.
• Drive opportunities from initial engagement and opportunity shaping through to proposal development, internal alignment, commercial follow-up and closure or handover.
• Contribute to RFI, RFP and tender processes, working closely with bid, technical, product and commercial teams.
• Translate IndraMind capabilities into clear, operational use cases relevant to UK and Ireland priorities, including situational awareness, decision support, resilience, multi-agency operations, infrastructure protection and operational intelligence.
• Build strategic partnerships and alliances with relevant ecosystem players, including primes, SMEs, technology partners and institutional stakeholders.
• Coordinate internally with Indra’s business units predominantly Group UK and Ireland team & UK Defence team, as well as IndraMind Europe, including product, engineering, delivery, bid and commercial functions.
• Contribute to the UK and Ireland go-to-market approach, including sector prioritisation, stakeholder targeting, procurement routes and priority opportunity identification.

Required Experience & Skills

• Senior-level business development experience in complex environments, with evidence of personally originating and progressing new business opportunities.
• Proven ability to open new accounts and build pipeline from scratch, particularly where solutions must be shaped alongside the customer.
• Track record in, or selling into, Defence, Security, Resilience, Government or Critical Infrastructure sectors, with credibility at operational and institutional levels.
• Experience engaging with public sector organisations, national security stakeholders, defence organisations or regulated infrastructure operators, including an understanding of governance, funding, procurement and decision-making structures.
• Direct exposure to long, structured business development cycles, including RFI, RFP or tender processes and multi-stakeholder decision-making.
• Experience positioning or selling complex technology-led solutions, such as AI/data platforms, data integration systems, operational systems, command and control, situational awareness platforms or digital transformation programmes.
• Strong technical awareness, with the ability to discuss AI, data integration, systems integration, operational intelligence, situational awareness and decision support without needing to be a technical specialist.
• Ability to operate independently in the early lifecycle of opportunities and customer relationships, generating momentum with limited local structure.
• Strong commercial discipline, including the ability to qualify opportunities rigorously, prioritise effectively and align internal resources where they can create real commercial impact.
• Confidence translating complex capabilities into clear operational and commercial value for senior stakeholders.
• Willingness and ability to travel across the UK, Ireland and wider Europe for client meetings, partner engagement, internal coordination, industry events and opportunity development.
• Excellent written and spoken English. Spanish language skills would be advantageous.

Education / Background

• A background in Engineering, Computer Science, Telecommunications, Data/AI, Defence Technology, Security Studies, Business or a related technical or operational field would be highly valued.
• Candidates without a purely technical degree should nevertheless demonstrate the ability to understand, position and discuss complex technology solutions credibly with technical, operational and senior stakeholders.

Essential Criteria

• Experience within the UK Defence, National Security or Resilience ecosystem.
• An established network across UK public sector, defence, security, emergency management or critical infrastructure stakeholders.
• Familiarity with AI, operational intelligence, decision-support or situational awareness platforms.
• Experience working in multi-agency, cross-domain or mission-critical operational environments.
• Experience in partnership-led market entry or alliance-driven business development.
• Exposure to European programmes, NATO-related environments or cross-border collaboration initiatives.
• Eligibility to obtain and maintain UK security clearance (UK SC).
• Right to work in the UK.
• Ability to travel around the UK and to Spain when required

Candidate Profile

• The ideal candidate is comfortable operating across the business development lifecycle, particularly in early-stage market and opportunity development where structure, visibility and pipeline are still being built.
• You are used to creating opportunities rather than inheriting them, and to turning early-stage engagement into structured, credible business. You bring the commercial discipline to qualify opportunities, the judgement to focus on the right priorities, and the persistence needed to navigate complex stakeholder environments.
• You have the credibility and presence to operate in Defence, Security, Resilience and Government sectors, engaging confidently with operational users and senior decision-makers. You avoid generic messaging and can articulate value in a way that reflects real operational needs.
• You are technically comfortable and able to engage meaningfully with complex solutions, understanding how systems, data and AI capabilities fit together while remaining focused on practical application and customer outcomes.
• You can operate independently across the UK and Ireland market while also mobilising internal teams effectively, aligning technical, product, bid and commercial resources to progress opportunities.
• Above all, you are motivated by building a position where none currently exists, and by delivering tangible business outcomes in environments where success depends on credibility, rigour and resilience.

• Holidays: 25 days per annum + 8 days bank holidays (options to buy/sell days)
• Pension – 4% employee and 4% employer
• Private medical insurance (including dental & optical)
• Life assurance
• Income protection
• Employee assistance programs
• Flexible/remote working options
• Charitable initiatives
• Social events (formal & informal)
• Learning and development programs
• Innovative & collaborative work environment