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.
Responsibilities
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
- 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
- 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 internal job title for this role is: Segment Manager DLE
About Us
At Canon, we’ve been inspiring people to capture and share their world for over 85 years. As a global leader in imaging and innovation, we’re driven by bold ideas, collaboration, and a commitment to making a positive impact. We’re proud of our diverse, inclusive culture and our philosophy of Kyosei – living and working together for the common good. We welcome applicants from all communities and backgrounds.
Why Join Us?
- Be part of a diverse, energetic team, joining 50+ nationalities at our Stockley Park Head Office
- Enjoy hybrid working (3 days in office, 2 from home)
- Benefit from flexible hours, professional development, and a wide range of perks
- Minimum of 25 days of personal holiday per year with up to 5 days of available holiday purchase
- Access a competitive salary, benefits, a generous pension scheme and up to 38% discount on Canon products
- Be part of a company that values sustainability, inclusion, and your personal growth
- Great transport links- Elizabeth Line and Stockley Park low-cost Shuttle Bus and free parking on site
