Senior Business Development Manager – Civilian Government (DACH)

Key Responsibilities

•  Responsible for the management and growth of existing selected Tier 1 customers. 
• Operate as a point of contact for assigned accounts.
• To be responsible for customer success and satisfaction, ensuring a first-class customer experience.
• Conduct effective, regular Customer Account Reviews with assigned Tier 1 customers.
• Proactively network across Government sectors, attending industry specific events when required. 

• To fully understand the SANS portfolio to generate quality opportunities and to be able to differentiate our offerings against those of our competitors.
• To follow and understand the latest trends and developments in the Cyber Security industry. 
• To effectively articulate the SANS business strategy & that of the wider SANS brand.
• To increase year on year revenue across Tier 1 account base in line with agreed targets. 
•  Responsible for forecasting sales on a monthly basis in line with business CRM processes.
• Represents SANS, translating Cyber Security industry developments into customer driven solutions.

• To 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.
• To successfully develop and drive sales plans, using agreed methodologies.
•  To embrace and adhere to agreed sales processes and procedures. 

• To manage and deliver agreed targets, KPI's and other set objectives.
• To effectively manage the invoicing and aged debt process, ensuring customer invoices are paid in a timely manner.
• To define and develop peer and executive relationships with the wider SANS teams.
• To build and maintain the SANS brand and mission.
• Carry out additional responsibilities as requested by the Management Team.

Skills, Knowledge and Expertise

• Educated to degree level or equivalent.
• Significant experience working within the public sector or governmental organizations, with a proven ability to develop strategic relationships, navigate public procurement frameworks, and drive revenue growth within complex public sector 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.

About
SANS Institute (SANS) launched in 1989 as a cooperative for information security thought leadership, it is SANS’ ongoing mission to empower cyber security professionals with the practical skills and knowledge they need to make our world a safer place. We fuel this effort with high quality training, certifications, scholarship academies, degree programs, cyber ranges, and resources to meet the needs of every cyber professional. Our data, research, and the top minds in cybersecurity collectively ensure that individuals and organizations have the actionable education and support they need.Join the SANS TeamAt SANS, our culture is defined by Mission, Brand, People. Our goal is to hire people who understand the importance of continuing to fight against the cyber security threats (Mission) while delivering the highest quality training (Brand) to our students.  We want employees whose personal values align well with our culture of fairness, honesty, customer focus, and pragmatic approach (People).