Building a European Defence Voice Through a Pivotal Leadership Hire

The Challenge:

Following an acquisition, a newly integrated PNT business unit required a senior commercial leader to establish a credible presence across Europe. The absence of in-region expertise created a gap in navigating complex defence procurement landscapes and engaging effectively with government stakeholders. The role demanded a rare combination of deep PNT technical understanding and established relationships within ministries of defence, primes, OEMs, and system integrators. Identifying an individual who balanced both technical depth and high-level government influence proved particularly challenging within a competitive and nuanced market.

Our Solution:

A targeted and consultative search strategy was implemented, focusing on organisations operating within PNT technologies across both major primes and emerging specialists. The process combined detailed market mapping with in-depth qualification of candidates’ technical expertise and senior government relationships. Collaboration across industry networks ensured access to high-calibre and often passive talent.

• Conducted detailed market mapping across primes, SMEs, and defence technology providers with PNT capabilities
• Leveraged established networks, referrals, and candidate recommendations within a close-knit defence community
• Applied rigorous qualification criteria focused on military background, technical depth, and senior government engagement

The Outcome:

A senior leader from a major UK prime was successfully placed, bringing a strong blend of military experience, commercial expertise, and international market exposure. The individual demonstrated deep understanding of PNT technologies alongside a proven ability to operate across European and global defence markets. This hire enabled the business to establish a credible and autonomous European presence while strengthening its go-to-market strategy. The individual has already enhanced internal dynamics by introducing a more proactive and engaging leadership style, while positioning the organisation to expand effectively within European defence markets.