Senior Business Development Manager – Military & Law Enforcement

Role Overview

• 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.