Business Development Manager – Defence, Law Enforcement
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Job Description
Business Development Manager expanding SANS cybersecurity training across Poland and CEE defence and law enforcement markets. Building strategic accounts, partnerships, procurement pipelines and workforce development programmes.
Responsibilities:
- Develop and own the go-to-market and commercial strategy for SANS' Defence and Law Enforcement sector in CEE, initially prioritising Poland and expanding into other CEE markets.
- Build senior relationships across defence, law enforcement, internal security organisations, defence industry partners, systems integrators, NATO-related bodies and ecosystem organisations.
- Identify, qualify and secure enterprise training agreements, Cyber Academies and workforce development programmes.
- Develop strategic account plans with multi-year growth pathways.
- Translate customer challenges, threats and operational requirements into outcome-focused SANS solutions.
- Maintain knowledge of Polish and CEE cyber priorities, budgets, modernisation programmes, procurement, funding cycles and competitors.
- Manage pipeline, forecasting and opportunity reporting in Salesforce CRM.
- Identify cybersecurity workforce capability gaps and shape programmes supporting operational readiness and resilience.
- Work with internal stakeholders on scalable customer approaches, Polish-language engagement and delivery models meeting local security and NATO interoperability requirements.
- Provide market intelligence, competitive insight and customer feedback for regional strategy and go-to-market activity.
- Serve as primary strategic contact for Defence and Law Enforcement accounts, ensuring retention and sustainable growth.
- Conduct executive business reviews, resolve risks and identify further opportunities.
- Coordinate with Customer Success, Operations, CEE and Nordics business development, wider EMEA and global SANS teams.
- Represent SANS at defence, security and cybersecurity conferences and forums.
- Own revenue targets, KPIs and business objectives.
- Lead complex procurement, tender and contract activities under Polish and applicable CEE public and defence procurement requirements.
- Travel regularly across Poland and wider CEE, and internationally as required.
Requirements:
- Educated to degree level or equivalent.
- Significant experience working within Enterprise and/or (semi-)Government organizations, with a proven ability to develop strategic relationships, navigate public procurement frameworks, and drive revenue growth within complex environments.
- Native in German (Written and verbal).
- 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.
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