• Prospect and identify potential clients in the security sales market using various lead generation techniques, such as cold calling, emailing, social media outreach, and attending industry events. • Conduct thorough research on prospects to identify their specific security needs, pain points, and decision-makers. • Generate a consistent pipeline of high-quality leads by meeting or exceeding weekly and monthly targets. • Qualify leads by understanding their business requirements and matching them with our security solutions and services. • Schedule meetings and product demos for the sales team with qualified prospects. • Collaborate with the sales team to develop and implement targeted sales strategies for specific industries, regions, or clients. • Maintain accurate and up-to-date records of prospects, leads, and customer interactions in the CRM system. • Stay current on industry trends, competitor offerings, and emerging security technologies to better position our solutions to prospects. • Attend sales training sessions and participate in team meetings to continuously improve sales skills and product knowledge. • Provide feedback to marketing and product teams based on prospect and customer interactions to help refine messaging and improve product offerings.

• Lead, mentor, and develop the Business Development team, fostering a culture of accountability, collaboration, and high performance. • Achieve annual sales targets both individually and through team leadership. • Build and execute strategic account plans for key sponsors and CROs. • Develop new sponsor relationships and expand existing partnerships. • Promote CenExel’s network of clinical trial sites and capabilities. • Ensure accurate CRM usage across the BD team; maintain pipeline visibility and forecasting discipline. • Partner with Operations, Budgets & Contracts, and Executive Leadership to drive cross-functional alignment. • Oversee sponsor/CRO visit coordination and represent CenExel at industry conferences. • Ensure exceptional client experience and proactive issue resolution. • Maintain up-to-date market knowledge and competitive intelligence. • Participate in strategic planning for network growth and service expansion. • Oversee onboarding, training, and development of new Business Development team members.

• Oversee student recruitment activities • Business development and account management for B2B channels • Collaborate with Directors to develop B2B channels • Implement marketing and sales strategies for international student recruitment • Represent one of the universities or colleges located in Europe, North America, or Asia

Role Description We’re looking for a highly capable, commercially driven Business Development Manager to join our international team. You’ll bring deep B2B expertise within the media and broadcast sector, supported by a strong, established network across Europe. In this senior role, you will be instrumental in accelerating our regional growth by championing our hybrid broadcast suite of products supported by our renowned managed services and expanding our footprint across key markets. As a senior, self‑sufficient Business Development Manager, you will own the full sales cycle: from market development and prospecting to opportunity creation, deal progression, and commercial negotiation. You will act as a strategic partner to both prospects and customers, engaging stakeholders from engineering leads through to the C‑Suite. Key responsibilities include: - End‑to‑end sales ownership: Independently manage the full sales process, including outbound prospecting, qualification, executive engagement, proposal development, and closing enterprise‑level deals. - Strategic market development: Identify, prioritise, and engage targeted accounts across the European media & broadcast landscape, driving new logo acquisition and regional expansion. - Stakeholder engagement: Build and maintain a broad network of decision‑makers and influencers, developing deep knowledge of client organisations from C‑Suite down to operational teams across all functions. - Pipeline leadership: Create, manage, and grow a robust, accurately forecasted pipeline. Lead pitches and solution discussions, bringing in technical SMEs where required. - Solution evangelism: Champion our full product suite including hybrid CDN, headend services, video operations, content processing & distribution technologies, and associated managed services to selected target accounts. Collaborate with Pre‑Sales to design and pitch tailored solutions that address each customer’s strategic needs. - Commercial negotiation: Partner with the Commercial Management Team to structure, negotiate, and execute complex commercial agreements in line with governance requirements and respond to RFPs or tenders as required. - Account stewardship: Support and nurture selected existing accounts in the region, contributing to long‑term relationship growth, renewal discussions, and expanded service adoption. - CRM excellence: Maintain accurate, timely Salesforce records to reflect engagement activity, pipeline progression, and performance against targets. Qualifications - Proven success in senior B2B business development, with a track record of owning and closing enterprise‑scale deals in the media/broadcast or adjacent technology sectors. - A strong, established industry network across Europe, including relationships with broadcasters, platforms, streaming services, telcos, content owners, and technology partners. - Ability to engage confidently at all organisational levels, from operational teams to C‑Suite, with strong influencing and negotiation skills. - Experience managing the full sales lifecycle, including prospecting, account discovery, value articulation, pipeline management, and deal closure. - CRM proficiency (Salesforce preferred) within a structured sales environment. - Commercial and analytical capability, with sufficient Microsoft Office skills to produce high‑quality presentations, proposals, and business cases. - A customer‑first mindset, with experience supporting or managing ongoing account relationships. Benefits - We are a leader in managed services for global TV and radio broadcast, and the UK’s leading smart utilities platform. - With a strong heritage and a forward‑looking innovation agenda, Arqiva provides the stability of an established organisation with the momentum of a business transforming for the future. - This is a chance to make a significant impact by driving growth, shaping regional strategy, and influencing the evolution of next‑generation media delivery solutions. Company Description Your wellbeing: Our wellbeing mission is to help our people to be the best version of themselves at work and still have the time and energy to live a full life outside of work. Inclusive Arqiva: Our networks include our Diversity Ambassadors, Eldercare, Spectrum, Working Families, Pride, Veterans and Inspiring Women – join and contribute to our active networks!