O pozici
The Senior Business Development Manager – Military & Law Enforcement is responsible for driving sustainable revenue growth and strategic market presence across UK Defence, Military, and Law Enforcement organisations.
This role is a senior individual contributor position, requiring high levels of credibility, judgement, and professionalism when engaging with senior military officers, senior non-commissioned officers (SNCO’s), civil servants and law enforcement executives. The role focuses on developing trusted, long-term relationships; leading complex, programme-based commercial engagements; and positioning SANS as a strategic partner aligned to national security, resilience, and capability outcomes.
The Senior Business Development Manager will act as a role model for high-quality sales execution, customer engagement, and commercial discipline, setting standards through personal performance and conduct rather than formal people management.
Co budeš dělat
- Strategic Business Development & Market Engagement
- 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.
- Client Relationship Management & Programme Delivery
- 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.
- Sales Execution, Governance & Commercial Discipline
- 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.
- Role Modelling & Contribution to Standards
Koho hledáme
- 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.
