Senior Business Development Manager – Military & Law Enforcement

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

📋 Description

• Lead business development initiatives within a defined portfolio of UK Military, Defence, and Law Enforcement accounts.

• Identify, shape, and secure complex, high-value opportunities, often spanning multiple years, transitioning from transactional training to programme-based and capability-led engagements.

• Develop and maintain a comprehensive understanding of defence and law enforcement priorities, threat landscapes, policy drivers, and procurement environments, translating these insights into applicable SANS solutions.

• Engage confidently with military and government stakeholders at both senior and junior levels, effectively operating at officer, executive, and policy levels.

• Position SANS as a trusted partner in supporting national security, operational readiness, cyber resilience, and professional development outcomes.

• Create and implement structured account and engagement plans that align with strategic defence and law enforcement objectives.

• Build and sustain long-term, trust-based relationships with key decision-makers, influencers, and sponsors within defence and law enforcement organizations.

• Take charge of senior customer engagements throughout the sales lifecycle, from initial discovery to commercial agreement and handover.

• Serve as the primary commercial interface for complex customer scenarios, ensuring clarity, consistency, and professionalism in all interactions.

• Facilitate the successful onboarding and ongoing management of customers, ensuring that programmes deliver value, satisfaction, and long-term growth.

• Represent SANS at pertinent defence, security, and law enforcement forums, events, and industry engagements to enhance market presence and credibility.

• Manage the entire sales process for assigned opportunities, including opportunity qualification, solution design, pricing, proposals, contracts, and tender responses as necessary.

• Maintain accurate pipeline management, forecasting, and reporting through established CRM systems and processes.

• Operate effectively within public sector and defence procurement frameworks, ensuring compliance while exercising sound commercial judgment.

• Support marketing initiatives, campaigns, and SANS-hosted events targeted at defence and law enforcement audiences.

• Ensure strong commercial discipline in 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 insights, market intelligence, and best practices informally with colleagues to enhance overall team effectiveness, without formal line management responsibility.

• Collaborate constructively with peers and internal stakeholders to ensure cohesive engagement across strategic accounts.

• Monitor customer invoice payments, ensuring that outstanding invoices and debts are settled promptly.

• Assist in marketing campaigns and SANS events to contribute to revenue growth targets.

• Successfully develop and implement sales plans using agreed methodologies.

• Embrace and adhere to established sales processes and procedures.

• Achieve agreed revenue targets, KPIs, and strategic objectives aligned with defence and law enforcement market priorities.

• Take ownership of tender and procurement activities for relevant opportunities, when applicable.

• Actively promote and uphold 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.

• Demonstrated experience in account management.

• Capable of delivering against agreed KPIs and targets.

• Strong influencing and negotiation skills in a business context.

• Ability to perform well under pressure.

• Excellent interpersonal and presentation skills.

• Skilled at managing change while aligning and prioritizing multiple tasks.

• Sales-focused and commercially aware of new business opportunities.

• Strong IT skills, including proficiency in all Microsoft Office products.

• Familiarity with social media platforms such as LinkedIn.

• Proficient in managing customers using a CRM system.

• Capable of aligning and prioritizing multiple client accounts while delivering exceptional service.

• Ability to use initiative and creativity to address customer objections.

• Decisive and forward-thinking, with strong vision and strategic capability.

• Ability to plan and prioritize own workload and adhere to strict deadlines.

• Competent in planning, forecasting, and reporting against sales plans and targets.

• Able to translate customer needs into customer-driven solutions.

• Ability to work autonomously as well as part of a team.

• Strong networking and communication skills at all levels, both internally and externally.

• Willingness to travel to SANS events in Europe and London.

🏝️ Benefits

• Comprehensive health and wellness programs.

• Opportunities for professional development and training.

• Competitive salary and performance-based incentives.

• Flexible working arrangements.

• Supportive and inclusive work environment.