Senior Business Development Manager – Enterprise

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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 business development activity across a portfolio of enterprise commercial accounts within Financial Services, Insurance, Transport, Technology, Telecommunications. • Identify, shape and secure complex, high-value, multi-year enterprise opportunities. • Develop a deep understanding of customer business priorities, cyber security challenges and workforce capability requirements. • Build executive relationships across C-Level, Information Security, Technology and Learning & Development stakeholders. • Position SANS as a trusted partner supporting cyber resilience, workforce capability and professional development. • Develop and execute structured account and engagement plans aligned to business objectives, to maximise growth across assigned territories. • Establish and maintain trusted, long-term relationships with key decision makers and influencers across enterprise customers. • Take ownership of selected strategic accounts, driving long-term account planning, expansion, renewals, upsell, and cross-sell opportunities. • Act as a senior commercial escalation point for customers, resolving complex commercial, contractual, or delivery-related challenges with confidence and authority. • Collaborate closely with internal stakeholders across sales, marketing, product, operations, instructors, and delivery teams to ensure seamless execution and exceptional customer experience. • Represent SANS Institute externally at industry events, conferences, and senior forums, strengthening brand presence, credibility, and thought leadership in the UK market. • Ensure a consistently high standard of post-sale customer engagement and dedicated priority support, for strategically important clients. • Take ownership of the end-to-end sales cycle for assigned opportunities, including commercial strategy, proposals, pricing, contracting, and handover. • Develop and execute structured account and territory plans using agreed sales methodologies and frameworks. • Adhere to agreed sales processes, governance, and compliance requirements while exercising sound commercial judgement in complex scenarios. • Support and collaborate on UK marketing initiatives, campaigns, and SANS events to drive pipeline creation and revenue growth. • Maintain strong commercial discipline across forecasting, deal reviews, and opportunity management. • Actively mentor and coach Business Development Managers and other commercial team members on strategic selling, enterprise deal execution, and senior stakeholder engagement. • Provide hands-on guidance on complex opportunities, helping elevate deal quality and sales capability across the team. • Share market insight, customer intelligence, and best practice to strengthen overall team performance and commercial maturity. • Support the onboarding and development of new team members through structured knowledge sharing and role-modelling of best practice. • Contribute to a collaborative, high-performance sales culture aligned with SANS values, behaviours, and long-term growth objectives. • Deliver agreed revenue targets, KPIs, and strategic objectives aligned to UK business priorities. • Take ownership of the tender and procurement process for complex public sector or enterprise opportunities, where applicable. • Actively build, promote, and protect the SANS brand, values, and mission across all customer and partner engagements.

🎯 Requirements

• Educated to degree level or equivalent experience. • Proven experience in a field-based B2B sales role within one or more of the following sectors or sub-territories: Financial Services, Insurance, Transport, Technology, Telecommunications or Ireland. • Experience selling complex professional services, technology, or training solutions. • Track record of achieving sales targets and revenue growth. • Strong relationship-building and stakeholder management skills. • Excellent communication, presentation and negotiation skills. • Experience using a CRM system (preferably Salesforce) to manage pipelines, customer relationships, forecasting and sales activity. • Sales focused and commercially aware, with strong opportunity qualification skills. • Strong IT Skills, including experience of working with all Microsoft Office products. • Experience using LinkedIn and other digital prospecting tools to identify, engage and develop new business opportunities. • Strong planning, organisation and forecasting skills. • Able to align and prioritise multiple client accounts whilst delivering a 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 work autonomously and as part of a team. • Ability and desire to travel to SANS events with the UK & Ireland. • Cyber Security background/qualification. • Experience of selling in the Cyber Security sector. • Knowledge of the Cyber Security sector.