Head of Business Development

Role: Head of Business Development

Grade and Salary: Grade 9 (£58,225 - £69,488)

FTE and working pattern: Full-time (35 hours per week), Open Ended

Holiday Entitlement: 33 days annual leave plus 9 buildings closed days (and Christmas Eve when it falls on a weekday)

Purpose of Role

Heriot-Watt University is entering a critical transition period as Strategy 2025 concludes and Strategy 2035 is implemented. Strategy 2035 positions Heriot-Watt as a mission-led, partnership-powered, globally connected university , with growth driven through:

An intentional and transformed approach to partnerships

Mission-based research and innovation anchored in Global Research Institutes

Scaled knowledge exchange, commercialisation and income diversification

The Heriot-Watt Virtual Campus and lifelong learning

Knowledge Exchange and Innovation (KE&I) is central to this ambition. The University's KEIF Strategy (2025:2030) commits to a step-change in industry partnerships, consultancy, commercialisation, and entrepreneurial outcomes, with KEIF acting as a core institutional enabler.

The Head of Business Development will lead the University's institutional approach to industry and public-sector partnerships, major mission-led propositions, and income-generating knowledge exchange activity.

The role holder will:

Lead the delivery of the KEIF KPIs and SFC expectations.

Create, shape and close large, multi-partner, mission-driven propositions aligned to Strategy 2035 and the Global Research Institutes

Drive significant growth in industry research, consultancy, contract research, licensing and collaborative programmes

Lead and develop a high-performing business development and partnerships team

Act as a senior strategic partner to academic leaders, translating research excellence into scalable impact and income

This role moves beyond transactional business development to strategic partnership creation, operating at system, sector and mission level.

Key Duties & Responsibilities

1. Strategic Partnerships & Mission-led Growth

Lead the development and execution of an institution-wide partnerships strategy aligned to Strategy 2035 and the University

's partnership taxonomy (Anchor, Cluster, Strategic Alliance & Growth Partnerships)

Design and deliver large-scale, mission-driven partnership propositions aligned to priority challenge areas (e.g. Net Zero, Health & Care Technologies, Robotics & AI, Earth & Marine Science, Quantum & Photonics)

Build long-term, high-value relationships with global industry, public sector, government and civic partners, operating at C-suite and system-leader level

Position Heriot-Watt as a partner of choice for complex, multi-disciplinary and multi-partner initiatives

2. Institutional Leadership of KEIF

Translate the approved KEIF strategy into operational plans, pipelines and delivery mechanisms

Ensure delivery against KEIF KPIs across research income, consultancy, commercialisation, entrepreneurship and impact

Coordinate KEIF-funded activity across Business & Enterprise, Global Research Institutes, Schools and professional services

Support institutional reporting, governance and assurance relating to KEIF

3. Income Growth & Commercial Performance

Deliver sustained growth in:

Industry-funded research and collaborative R&D

Consultancy and contract research

Strategic partnership income streams

Build and manage a robust institutional sales and opportunity pipeline, with clear prioritisation aligned to strategic missions

Work with academic leaders to improve commercial readiness, proposition design, pricing and costing

Contribute to broader income diversification and financial sustainability objectives

4. Leadership & Team Development

Provide strategic leadership to the Business Development team, creating a high-performance, commercially astute culture

Set clear priorities, targets and expectations aligned to Strategy 2035 and KEIF outcomes

Coach and develop staff to operate confidently with senior external partners and academic leaders

Embed consistent approaches to account management, opportunity development and deal closure

5. Institutional Influence & Collaboration

Contribute to shaping policy, funding calls and national innovation agendas where relevant

Act as a senior advisor to University Executive, Deans and Global Research Institute Directors on partnership and KE strategy

Work closely with Research, Finance, Legal, IP & Commercialisation, Marketing and International teams to deliver joined-up propositions

Represent the University externally at senior forums, boards, sector bodies and partner engagements

Essential & Desirable Criteria

Essential

Educated to degree level (or equivalent experience)

Significant senior experience in business development, partnerships or commercial leadership within a university, RTO, research, innovation or knowledge-intensive environment

Experience working with mission-led or challenge-driven research and innovation programmes

Proven track record of creating and closing complex, high-value partnerships and income-generating propositions

Strong understanding of knowledge exchange, research commercialisation and innovation funding landscapes

Demonstrable leadership experience, including building and managing high-performing teams

Ability to work confidently with senior academics, industry leaders and public-sector stakeholders

Highly developed influencing, negotiation and communication skills

Desirable

Experience of leading or coordinating KEIF or similar public innovation funding

Understanding of Global Research Institutes or equivalent interdisciplinary models

Experience operating in an international or multi-campus context

Personal Attributes

Strategically minded, outcome-focused and commercially astute

Comfortable with complexity, ambiguity and system-level leadership

Collaborative, credible and trusted by both academic and external partners

Resilient, adaptive and motivated by impact at scale

Citizenship & Values

The post holder will demonstrate Heriot-Watt University values at all times and actively contribute to:

An inclusive, collaborative and enterprising culture

Ethical partnership working

Public value, economic impact and societal benefit

This role is central to delivering Strategy 2035 and represents a step-change in Heriot-Watt University's ambition for partnership-led growth, mission-driven impact and sustainable income generation.

How to Apply

Applications can be submitted up to 23:55 (UK time) on Thursday 20 th of August 2026.

Please submit your CV and covering letter describing your suitability for the role via the Heriot-Watt on-line recruitment.

We welcome and will consider flexible working patterns e.g., part-time working and job share options.

Heriot-Watt University is committed to securing equality of opportunity in employment and to the creation of an environment in which individuals are selected, trained, promoted, appraised, and otherwise treated on the sole basis of their relevant merits and abilities. Equality and diversity are all about maximising potential and creating a culture of inclusion for all.

Heriot-Watt University values diversity across our university community and welcomes applications from all sectors of society, particularly from underrepresented groups. For more information, please see our website https://www.hw.ac.uk/uk/services/equality-diversity.htm and also our award-winning work in Disability Inclusive Science Careers https://disc.hw.ac.uk/ .

Use our total rewards calculator: https://www.hw.ac.uk/about/work/total-rewards-calculator.htm to see the value of benefits provided by Heriot-Watt University.

About Heriot-Watt University

At Heriot-Watt we are passionate about our values and look to them to connect our people globally and to help us collaborate and celebrate our success through working together. Our research programmes can deliver real world impact which is achieved through the diversity of our international community and the recognition of creative talent that connects our global team.

Our flourishing community will give you the freedom to challenge and to bring your enterprising mind and to help our partners with solutions that can be applied now and in the future. Join us and Heriot Watt will provide you with a platform to thrive and work in a way that also helps you live your life in balance with well-being and inclusiveness at the heart of our global community.