About this role
National Security & Public Safety (Public Sector)
Location: UK (frequent on site engagement required)
Clearance: Existing clearance advantageous. Must be willing and eligible to obtain DV
Role Mission
To lead the UK Defence go to market across three strategic horizons, shaping Ministry of Defence aligned transformation with MOD and the wider defence ecosystem. Focus on driving sector growth, and aligning our platform to the needs of defence’s evolving strategies across NADG, CSOC, operational commands, and mission landscape.
As the Director, Defence Strategy & Growth, you will be the strategic and external face of our UK defence business working closely with the Head of National Security & Public Safety. You will define and execute our long-range defence strategy, lead cross functional teams across public sector sales, solution specialists, marketing, Inspire Value, enterprise architecture, partners and public affairs, while creating a coherent GTM motion aligned to MOD structures, missions, and priorities.
This is a highly strategic, externally visible role requiring deep defence acumen, commercial leadership, ecosystem influence, and the ability to lead without direct line management responsibilities. You will work closely with existing Client Director, sales teams, solution consultants and strategic customer support to ensure all defence activity aligns to the three horizon strategy, key themes, and mission outcomes.
What You Will Do
Lead the development and execution of a three-horizon defence strategy, aligning to MOD missions, organisational structures such as MSHQ, NADG, CSOC, TLB’s and future capability needs
Define clear target activities, accounts, programmes and themes that guide all defence pursuits
Translate MOD policy, emerging threats, procurement changes and mission shifts into actionable GTM priorities
Own the defence GTM strategy, from horizon planning to tactical execution
Lead the defence ecosystem strategy, prioritising primes, integrators, niche SMEs and partners
Shape and govern coverage models, account focus, and qualification standards across the sector
Influence multi year commercial planning, pricing, and major pursuit decisions
Lead teams across, sales, solutions, marketing, partners, customer success, and public affairs
Be accountable for the overall defence growth number, influencing deal strategy and shaping major pursuits
Drive pipeline quality, forecasting accuracy, and alignment to strategic themes and missions
Influence deal structuring and commercial strategies for priority opportunities
Ensure all defence opportunities map back to the three horizon plan and mission led outcomes
Lead the creation of defence specific value propositions, messaging, and mission aligned use cases
Develop industry led content, white papers, playbooks and thought leadership
Work with marketing and Inspire Value to run targeted defence campaigns and solution narratives
Significant experience within the defence industry ecosystem such as primes, integrators, specialist defence consultancies or commercial defence organisations
Strong background in enterprise technology GTM, ideally with platforms, cloud, workflow, cyber, or digital transformation offerings
Strategy or consulting experience for defence or national security programmes
Deep understanding of MOD structures, missions, authorities, and decision-making processes
Experience working with the defence partner ecosystem including primes and integrators
Proven ability to lead cross functional teams without direct authority
Experience shaping long term strategies aligned to complex mission environments
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Equal Opportunity Employer
ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.
Accommodations
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