Senior Business Development Manager – Military & Law Enforcement

🕒 June 12

🇬🇧 United Kingdom – Remote

⏰ Full Time

🟠 Senior

💰 Business Development (BDR)

👻 Ghost score 49%

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

• Drive sustainable revenue growth and strategic market presence across UK and Ireland defence, military, and law enforcement organisations • Lead business development across a portfolio of UK and Ireland military, defence, and law enforcement accounts • Identify, shape, and secure complex, high-value, often multi-year opportunities • Build understanding of defence and law enforcement priorities, threat landscapes, policy drivers, and procurement environments, translating them into SANS solutions • Engage senior military, government, defence digital, and law enforcement stakeholders • Position SANS as a strategic partner supporting national security, operational readiness, cyber resilience, and professional development • Develop and execute strategic account and engagement plans • Establish long-term relationships with decision-makers, influencers, and sponsors • Own senior commercial engagement throughout the sales lifecycle, from discovery through agreement and handover • Serve as primary commercial interface for complex customer scenarios • Support customer onboarding and ongoing programme management • Represent SANS at defence, security, and law enforcement forums and events • Own end-to-end sales processes, including qualification, solution design, pricing, proposals, contracts, and tender responses • Maintain CRM pipeline management, forecasting, and reporting • Operate within public-sector and defence procurement frameworks • Support marketing campaigns and SANS-hosted events • Monitor customer invoice payments and outstanding debts • Share market intelligence and best practices informally with colleagues without formal line management • Deliver revenue targets, KPIs, and strategic objectives • Take ownership of relevant tender and procurement activity • Promote and protect the SANS brand, values, and mission

🎯 Requirements

• Proven experience in a field-based B2B sales role within UK Military, HM Government and/or UK Law Enforcement • Proven experience in account management • Experience managing complex sales opportunities involving multiple decision-makers • Proven ability to build trusted relationships with senior government stakeholders • Experience using Salesforce or a comparable CRM platform • Deep understanding of the UK & Irish Military and Law Enforcement markets, including funding cycles • Working knowledge of HMG procurement frameworks and defence acquisition processes, including experience negotiating, shaping or supporting complex government or defence contracts • Awareness of current cyber security trends and workforce development challenges • Excellent relationship-building and senior stakeholder management skills • Strong consultative selling and commercial negotiation capabilities • Outstanding communication and presentation skills • Ability to influence senior decision-makers and executive leaders • Strong IT skills, including experience with Microsoft Office products and LinkedIn • Strategic account planning and opportunity management • Strong commercial forecasting and pipeline management • Excellent organisational, analytical and problem-solving skills • Ability to manage multiple complex opportunities simultaneously • Educated to degree level or equivalent experience • Current UK Government Security Check (SC) clearance or eligibility to obtain it • Desirable: experience selling cyber security education, technical training or workforce development programmes • Desirable: knowledge of organisational learning, training and operational capability-development initiatives within military and law-enforcement environments • Desirable: Developed Vetting (DV) and/or NPPV clearance • Desirable: cyber security or information security qualifications • Desirable: relevant professional memberships