Senior Business Development Manager

This is a fully remote position, open to applicants in Belgium.

📋 Description

• Drive the acquisition of new SANS customers from targeted strategic lists, concentrating on intricate, high-value, multi-stakeholder opportunities.

• Spearhead government and enterprise-level sales initiatives from initial contact through to closure.

• Develop commercial strategies, solution designs, pricing models, commercial structures, risk management, and stakeholder alignment.

• Identify, qualify, and advance new business using a consultative, insight-driven, solution-focused sales method.

• Create unique propositions encompassing training, certification, programs, and partnerships.

• Meet and surpass annual sales and revenue objectives.

• Manage forecasting, pipeline oversight, CRM reporting, and opportunity transparency.

• Assist in the onboarding process for newly acquired clients.

• Cultivate senior-level relationships with CISOs, security leaders, HR and L&D executives, as well as procurement and government stakeholders.

• Oversee selected strategic accounts, including account planning, expansion, renewals, upselling, and cross-selling.

• Address complex customer challenges related to commercial, contractual, or delivery issues.

• Collaborate with sales, marketing, product, operations, instructors, and delivery teams.

• Represent the SANS Institute at industry events, conferences, and senior forums throughout Belgium.

• Manage comprehensive sales cycles, including proposals, pricing, contracting, and handovers.

• Develop account and territory strategies while adhering to sales governance and compliance standards.

• Support local marketing efforts, campaigns, and SANS events.

• Mentor and guide Business Development Managers and other members of the commercial team.

• Share insights on market trends, customer intelligence, and best practices.

• Manage tender and procurement processes for intricate enterprise opportunities.

• Build, promote, and safeguard the SANS brand, values, and mission.

⛳️ Requirements

• A bachelor's degree or equivalent education is required.

• Extensive field-based B2B sales experience with a successful track record in both commercial enterprise and government sectors.

• In-depth understanding of cybersecurity.

• Proficiency in both written and spoken English and French.

• Proven ability to achieve set KPIs and targets.

• Strong skills in influencing and negotiation.

• Excellent interpersonal and presentation capabilities.

• Skilled in managing change and prioritizing multiple responsibilities.

• Solid IT skills, including proficiency in Microsoft Office.

• Competence in utilizing LinkedIn and other social media platforms.

• Experience managing customers through a CRM system.

• Capability to handle multiple client accounts while providing exceptional service.

• Resourceful and creative in overcoming customer objections.

• Decisive, strategic thinker with forward-looking capabilities.

• Ability to plan, project, and report against sales strategies and targets.

• Skillful in translating customer needs into tailored solutions.

• Capability to work independently as well as collaboratively within a team.

• Proficient in networking and communicating at all levels.

• Willingness and ability to travel to SANS events across Europe.

🏝️ Benefits

• Competitive salary with performance-based incentives.

• Comprehensive health and wellness benefits.

• Opportunities for professional growth and development.

• Flexible working arrangements.

• Access to industry-leading training and certification programs.