Business Development Manager

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November 21

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Janes

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Security • Government • Defense

Janes is a trusted source for defense and security intelligence, specializing in open-source intelligence (OSINT) for military and security applications. The company provides an extensive collection of verified and validated data for defense and intelligence communities, industry partners, and technology enterprises, supporting mission-critical operations worldwide. Janes's expertise includes detailed equipment profiles, geolocated military installations, events linked to foundational datasets, and comprehensive country intelligence reports, supporting informed decision-making and enhancing global security through reliable and interconnected data.

201 - 500 employees

Founded 1900

🔐 Security

🏛️ Government

📋 Description

• Engage globally with (senior) stakeholders (both internal and external), building trusted and effective long-term relationships, resulting in positive business outcomes and high customer satisfaction • Generate & maintain a substantial sales pipeline directly with NATO, using core sales processes to produce revenue in line with annual quota • Ensure accurate forecasting, pipeline management (incl. key account planning) and other sales processes/infrastructures are established • Create and manage ‘lead generation action plans’ within defined segments (e.g. directly with NATO and member nations, alongside national country account managers) to grow new business, through creating and qualifying upsell/cross sell opportunities • Provide insights towards customer decision-making, through sector and extensive product knowledge • Articulate and position the Janes unique value proposition (see features, functions, benefits & through competitive analysis knowledge) • Develop an understanding of business, financials, products and services and account needs • Develop an understanding of core sales processes in complex engagements, directly and with business partners (e.g. prime contractors, system integrators and/or strategic partners) • Answering customer questions/requests based upon interpreting facts, developing recommendations, or resolution of issues – analytical and problem-solving mindset

🎯 Requirements

• Significant sales/business development track record in B2B environments • Previous experience in the Defence and/or the Intelligence community is mandatory • Proven experience of successfully selling into the NATO community (e.g. from cold call to closure) • Capability to develop an understanding of Janes Group value proposition, product and service offerings, and core sales processes • Demonstrates a good understanding of defence & security as well as adjacent markets • Highly-developed communication skills (speaking & writing), with English as a mandatory requirement, and other regional language skills seen as a distinct advantage (e.g. Dutch, French) • Has developed a high-level industry expertise and active network within the NATO community • Familiarity with government and/or national security intelligence processes, especially in the ‘C4ISR’ capability area, and an understanding of the generic challenges faced by intelligence analysts • Has an entrepreneurial mindset in pro-actively overcoming business challenges through a problem-solving mindset (e.g. out-of-the-box thinking) • Has a developed C-level soft-skill profile (e.g. presentation skills, negotiation skills, conflict resolution skills) • Preferably has an active NATO security clearance • Up to 50% travel required(e.g. being at the customer site)

🏖️ Benefits

• Flexible working arrangements • Professional development opportunities