Business Development Manager (CSIT)

To proactively secure new business and funded research opportunities and develop collaborative relationships for the Centre for Secure Information Technologies (CSIT) with external organisations including large and small companies, international research organisations and government bodies.

MAJOR DUTIES:

Liaise with industry, government departments and agencies, business and public bodies, and other relevant stakeholders as both a means of identifying opportunities for business and promoting capability and capacity within CSIT and the University.

Develop, identify and present commercial opportunities and business models to existing and potential new external partners.

Work with Centre directors to develop appropriate industrial advisory board models and proactively seek to increase industry involvement through engagements with external companies across the UK and internationally.

Develop innovation and entrepreneurship activities within CSIT e.g. helping in the creation of spin-outs and encouraging the engagement and opportunities with start-up and spin-in companies. Work with, encourage and support staff (Academics, Research staff and Engineers) to engage in internal and external collaboration projects.

Support the promotion of collaboration to staff as an activity e.g. EPSRC, Horizon 2020 or industrial contract proposals.

Build strong and vibrant linkage with the Catapult Network and other growth support organisations.

Implement and manage a commercially focused bids management process for CSIT. Predominately working on large-scale bids. This will include coordinating input from technical and commercial teams, maintaining awareness of the funding opportunity landscape and building a template repository. Multi-disciplinary bids particularly to be encouraged.

To work closely with Queen’s Research and Enterprise Directorate to manage IP assets and Proof of Concept projects, working with and adhering to the Queen’s Patent Investment Gate process.

Planning and Organising:

Contribute to the development of strategic plans for CSIT.

Researching, defining, planning and developing programmes to ensure increased Research and Development income through collaborative programmes.

Facilitate these plans, define arrangements, and submit them to appropriate supporting bodies.

Researching and defining the areas of technical expertise or achievement with most potential for developing commercial partnerships. Matching these with relevant commercial enterprise worldwide.

Regularly monitoring progress of such projects and taking appropriate action where there is variance.

Resource Management Responsibilities:

Required to set and prioritise personal day to day activities in order to realise plans and programmes.

Encouraging the development of opportunities through influencing and supporting colleagues and clients and also understanding the various practical and financial assistance required.

Contribute to overall planning and budget processes within CSIT.

Internal and External Relationships:

Prioritising and pro-actively creating opportunities to facilitate meaningful contact between CSIT expert personnel and such commercial enterprises.

Sustaining such contact where the prospects of commercial relationships appear.

Pursuing such relationships to a clear conclusion on the prospects for real commercial opportunity.

ESSENTIAL CRITERIA:

Honours degree or equivalent qualification in Business, Marketing, Electrical/Electronic Engineering, Computer Science or a related discipline.

A proven track record of managing commercial partnerships in a high tech working environment.

Proven experience of developing relationships with both customers and technical specialists.

International commercial experience or experience in a range of market sectors, including marketing, selling, negotiation.

Experience of working with large companies at a senior level.

Demonstrable experience of significant responsibilities within a bid process, as well as identifying suitable opportunities to grow a commercial research business.

Ability to quickly understand a problem with a logical and systematic approach to solving problems.

Excellent communications and selling skills.

Strong personal organisation and time management skills.

Good team player with strong interpersonal skills.

Self-motivation with ability to use own initiative.

Willingness to attend meetings and conferences nationally and internationally.

Available to work irregular hours in pursuit of major projects in accordance with needs of the post.

DESIRABLE CRITERIA:

Experience of working in the Cyber Security sector with a clear understanding of enabling technologies.

Experience of technology product development and launch.

Experience of working with or within start-up companies.

Experience of European Framework Programmes (Horizon 2020) and consortia development.

Experience of working with legal experts and customers to manage commercial contract negotiations.

A working knowledge of industrial collaboration with academic/research institutes.

A working knowledge of Intellectual Property management, e.g. patent application and filing process.