Senior Business Development Manager – Military & Law Enforcement

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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 defined portfolio of UK Military, Defence, and Law Enforcement accounts • Identify, shape, and secure complex, high-value, and often multi-year opportunities, moving beyond transactional training delivery toward programme-based and capability-led engagements. • Build and maintain a deep understanding of defence and law enforcement priorities, threat landscapes, policy drivers, and procurement environments, translating these into relevant SANS solutions. • Engage confidently with both senior and junior military and government stakeholders, operating effectively at officer, executive and policy level. • Position SANS as a trusted partner supporting national security, operational readiness, cyber resilience, and professional development outcomes. • Develop and execute structured account and engagement plans aligned to strategic defence and law enforcement objectives. • Establish and sustain long-term, trust-based relationships with key decision-makers, influencers, and sponsors across defence and law enforcement organisations. • Take ownership of senior customer engagement throughout the sales lifecycle, from early-stage discovery through to commercial agreement and handover. • Act as the primary commercial interface for complex customer scenarios, ensuring clarity, consistency, and professionalism in all interactions. • Support the successful onboarding and ongoing management of customers, ensuring programmes deliver value, satisfaction, and long-term growth. • Represent SANS at relevant defence, security, and law enforcement forums, events, and industry engagements to strengthen market presence and credibility. • Own the end-to-end sales process for assigned opportunities, including opportunity qualification, solution design, pricing, proposals, contracts, and tender responses where applicable. • Maintain accurate pipeline management, forecasting, and reporting through agreed CRM systems and processes. • Operate effectively within public sector and defence procurement frameworks, ensuring compliance while exercising sound commercial judgement. • Support marketing initiatives, campaigns, and SANS-hosted events aligned to defence and law enforcement audiences. • Maintain strong commercial discipline across deal management, governance, and internal collaboration. • Act as a role model for professional, ethical, and high-quality sales engagement within sensitive defence and law enforcement environments. • Set standards through personal execution in areas such as customer engagement, opportunity management, and commercial integrity. • Share insight, market intelligence, and best practice informally with colleagues to support overall team effectiveness, without formal line management responsibility. • Collaborate constructively with peers and internal stakeholders to ensure joined-up engagement across strategic accounts. • Monitor payment of customer invoices, ensuring outstanding invoices and debts are settled in a timely manner. • Support marketing campaigns and SANS events to help deliver revenue growth targets. • Successfully develop and drive sales plans, using agreed methodologies. • Embrace and adhere to agreed sales processes and procedures. • Deliver agreed revenue targets, KPIs, and strategic objectives aligned to defence and law enforcement market priorities. • Take ownership of tender and procurement activity for relevant opportunities, where applicable. • Actively promote and protect the SANS brand, values, and mission across all customer and partner interactions. • Undertake additional responsibilities consistent with the seniority and scope of the role, as required.

🎯 Requirements

• Educated to degree level or equivalent. • Proven experience in a field-based B2B sales role within UK Military, HM Government and/or UK Law Enforcement. • Proven experience in account management. • 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, whilst aligning and prioritising multiple tasks. • Sales focused and commercially aware of new business opportunities. • Strong IT Skills, including experience of working with all 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 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. • The ability to plan and prioritise own workload and work to strict deadlines. • Ability to plan, forecast and report against sales plan and targets. • 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 both internally and externally. • Ability and desire to travel to SANS events in Europe and London.