Senior Business Development Manager

🔥 0 minutes ago

🇬🇧 United Kingdom – Remote

⏰ Full Time

🟠 Senior

💰 Business Development (BDR)

👻 Ghost score 10%

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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 business development activity across an assigned portfolio of UK Civilian Government departments, agencies and associated organisations • Identify, qualify and secure complex, high-value opportunities aligned to departmental cyber security capability and workforce development priorities • Build understanding of Government strategies and position SANS as a strategic partner for cyber capability, resilience and workforce development • Develop and execute structured account plans to maximise revenue growth and long-term customer value • Expand existing customer programmes through cross-selling and strategic account development • Monitor government priorities, procurement frameworks, policy developments and market trends • Develop trusted relationships with senior civil servants, cyber leaders, learning and development teams and procurement stakeholders • Lead customer engagement from discovery through contract award and programme handover • Act as primary commercial contact for assigned accounts and ensure exceptional customer experience • Conduct account reviews to identify opportunities and ensure customer success • Support customer onboarding and ongoing growth within SANS programmes • Represent SANS at government, cyber security and industry events • Manage the full sales process, including qualification, solution development, pricing, proposals, contracts and tender submissions • Maintain forecasting, pipeline management and Salesforce CRM records • Operate within UK Government procurement processes and commercial frameworks • Collaborate with Marketing, Customer Success, Product Management and internal stakeholders • Ensure commercial governance and compliance throughout sales activities • Support marketing campaigns and SANS-hosted events targeting Civilian Government audiences • Identify emerging cyber skills requirements and align SANS solutions to customer needs • Share customer insight, market intelligence and competitive information with the UKI team • Support the Head of UK & Ireland in identifying strategic growth opportunities and sector priorities • Deliver agreed revenue targets, KPIs and strategic objectives • Own assigned tenders and procurement opportunities • Build collaborative relationships across SANS for effective customer programme delivery • Promote the SANS brand, mission and values in customer interactions • Undertake additional responsibilities appropriate to the seniority of the role

🎯 Requirements

• Significant business development or enterprise sales experience within the UK Public Sector • Demonstrable success in achieving and exceeding revenue targets through consultative, solution-based sales • Proven ability to build trusted relationships with senior government stakeholders • Experience working with Government procurement processes and frameworks • Experience managing complex sales opportunities involving multiple decision-makers • Experience using Salesforce or a comparable CRM platform • Deep understanding of the UK Public Sector • Knowledge of government procurement and commercial processes • Strong knowledge and understanding of standards set by UK Cyber Security Council • Awareness of current cyber security trends and workforce development challenges • Understanding of consultative and value-based sales methodologies • Excellent relationship-building and executive stakeholder management skills • Strong consultative selling and commercial negotiation capabilities • Outstanding communication and presentation skills • Ability to influence senior decision-makers and executive leaders • 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 • High levels of commercial judgement and professionalism • Highly motivated, self-directed and results oriented • Commercially astute with a customer-first mindset • Professional, credible and confident when engaging with senior executives • Collaborative and supportive team player • Resilient, adaptable and able to thrive in a fast-paced environment • High levels of integrity, accountability and professionalism • Passionate about delivering exceptional customer outcomes • Curious, with a continuous learning mindset • Educated to degree level or equivalent experience • Eligible to obtain UK Government Security Check (SC) clearance • Experience selling cyber security education, technical training or workforce development programmes (desirable) • Experience responding to public sector tenders (desirable) • Knowledge of organisational learning and capability development initiatives (desirable) • Current UK Government Security Check (SC) clearance (desirable) • Developed Vetting (DV) clearance (desirable) • Sales methodology accreditation (MEDDICC, Miller Heiman, SPIN or equivalent) (desirable) • Cyber security or information security qualifications (desirable) • Relevant professional memberships (desirable)