Senior Business Development Manager

Job not on LinkedIn

🕒 July 17

🇧🇪 Belgium – Remote

⏰ Full Time

🟠 Senior

💰 Business Development (BDR)

👻 Ghost score 47%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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SANS Institute

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 1989

🔒 Cybersecurity

📚 Education

☁️ SaaS

Cybersecurity • Education • SaaS

SANS Institute is a leading organization specializing in cybersecurity training and education, providing a wide range of hands-on courses, certifications, and degree programs aimed at enhancing the skills and expertise of cybersecurity professionals. Founded in 1989, it offers expert-led training sessions globally, alongside resources like webinars and podcasts to support ongoing learning and development in the cybersecurity field. SANS Institute is dedicated to helping individuals and organizations mitigate cyber risks through rigorous training that aligns with industry standards and best practices.

📋 Description

• Lead acquisition of new SANS customers from strategic target lists, focusing on complex, high-value, multi-stakeholder opportunities. • Lead government- and enterprise-level sales opportunities from initial engagement through close, owning commercial strategy and solution design. • Identify, qualify, and progress new business through consultative, insight-led, solution-oriented sales. • Develop differentiated propositions across training, certification, programmes, and partnerships. • Own deal strategy, including pricing, commercial structure, risk management, and stakeholder alignment. • Achieve and exceed annual sales and revenue targets. • Maintain forecasting, pipeline management, and CRM reporting, including Salesforce. • Support onboarding of newly acquired customers. • Build senior-level relationships with CISOs, security leaders, HR/L&D executives, procurement, business, and government stakeholders. • Own selected strategic accounts, including account planning, expansion, renewals, upsell, and cross-sell. • Resolve complex commercial, contractual, and delivery-related customer challenges. • Collaborate with sales, marketing, product, operations, instructors, and delivery teams. • Represent SANS Institute at industry events, conferences, and senior forums across Belgium. • Manage end-to-end sales cycles, including proposals, pricing, contracting, and handover. • Develop and execute account and territory plans using sales methodologies and frameworks. • Support local marketing initiatives, campaigns, and SANS events. • Mentor and coach Business Development Managers and commercial team members. • Share market insight, customer intelligence, and best practices. • Support onboarding and development of new team members. • Own tender and procurement processes for complex enterprise opportunities. • Promote and protect SANS’ brand, values, and mission. • Undertake additional responsibilities consistent with the role’s seniority and scope.

🎯 Requirements

• Educated to degree level or equivalent. • Substantial field-based B2B sales experience, with a proven track record of success in the commercial enterprise market and within the government. • Significant knowledge of cyber security. • Fluent in English and French (written and verbal). • Able to deliver against agreed KPIs and targets. • Strong influencing and negotiation skills in a business environment. • Able to work well under pressure. • Excellent interpersonal and presentation skills. • Able to manage change while aligning and prioritising multiple tasks. • Sales focused and commercially aware of new business opportunities. • Strong IT skills, including experience with Microsoft Office products. • Able to use social media platforms such as LinkedIn. • Proficient in managing customers using a CRM system. • Able to align and prioritise multiple client accounts while delivering world-class service. • Ability to use initiative and creativity to overcome customer objections. • Decisive and forward-thinking, with strong vision and strategic capability. • Ability to plan and prioritise own workload and work to strict deadlines. • Ability to plan, forecast and report against sales plans and targets. • Ability to translate customer needs into customer-driven solutions. • Ability to work autonomously and as part of a team. • Ability to network and communicate at all levels internally and externally. • Ability and desire to travel to SANS events across Europe.