Head of Military & Law Enforcement

Client Relationship Management

• Serve as the primary strategic contact for senior stakeholders across Military and Law Enforcement accounts, ensuring strong customer satisfaction, retention and sustainable growth.
• Conduct regular executive business reviews to assess programme performance, demonstrate value, resolve risks and identify opportunities for further engagement.
• Coordinate effectively with Customer Success, Operations and other internal teams to deliver a consistent, world-class customer experience.
• Represent SANS at relevant defence, security, policing and cybersecurity conferences, exhibitions and industry forums to strengthen relationships, enhance brand awareness and develop pipeline.

Commercial and Cross-functional Leadership

• Take ownership of assigned revenue targets, KPIs and business objectives, consistently delivering or exceeding agreed performance expectations.
• Lead complex procurement, tender and contract development activities, working closely with Legal, Finance, Operations and other relevant teams.
• Collaborate with colleagues across EMEA and the wider global SANS organisation to develop coordinated account strategies, share market intelligence and align customer engagement.
• Uphold and promote the SANS brand, mission and values in all professional interactions.
• Travel throughout the UK & Ireland, and internationally where required, to support customers, partners and business development activities.
• Undertake other reasonable responsibilities as requested by the Management Team.

Skills, Knowledge and Expertise

Essential

Experience

• Substantial, recent career within either the UK Armed Forces, Ministry of Defence, wider HMG or national security organisations spanning technical, operational, specialist or leadership roles.
• Senior-level experience within, or in direct support of, the cyber defence community, with a clear understanding of its nature, complexity and fast-evolving threat landscape.
• Direct, personal experience of military, policing or government structures, culture, rank and chain of command, combined with an established network of senior contacts across the UK Defence and Law Enforcement communities
• Experience operating in security-sensitive environments, including participation in classified briefings and adherence to relevant information-handling protocols.
• Working knowledge of HMG procurement frameworks and defence acquisition processes, including experience negotiating, shaping or supporting complex government or defence contracts.
• Affinity for, and some demonstrable experience in, account management and business development, including using Salesforce or a comparable CRM platform to manage pipeline and forecasting.
• Experience building, leading, motivating and coordinating a team, or clear potential and readiness to do so.

Knowledge

• In-depth understanding of the UK & Irish Military and Law Enforcement markets, including funding cycles.
• High-level understanding of SANS's existing footprint and relationships within the UK & Irish Military and Law Enforcement markets, and how to build on these.
• Strong awareness of current cyber security threats, operational resilience priorities and workforce capability challenges facing the defence and security community.

Skills

• Outstanding communication, presentation and stakeholder-influencing skills, with the presence to make an immediate, credible impression with senior military and policing leaders. Should be able to diagnose the underlying problem in a single high-stakes meeting.
• Strong deal design and structuring skills, with the ability to shape complex commercial and contractual solutions to large-scale defence and security problems.
• Sound risk management and strategic thinking, able to weigh commercial, contractual and reputational risk when structuring and prioritising complex, multi-stakeholder opportunities.
• Compelling storytelling ability, able to translate SANS's capability into a clear, credible narrative that builds trust and wins contracts.
• Effective cross-functional collaboration and the ability to lead through influence, including with colleagues across EMEA and the wider global organisation.
• Comfortable representing the business face-to-face at trade shows, exhibitions and industry events, and building relationships within the wider defence and security network.
• Excellent organisational, analytical and problem-solving skills.
• Fluent written and spoken English is essential, to enable credible communication with senior military, policing and government stakeholders.

Personal Attributes

• Genuine, personal alignment with SANS's mission to empower cybersecurity practitioners and organisations with practical, applicable skills that make the world safer, and a belief in the value of community and knowledge-sharing across the industry.
• Highly motivated, self-directed and results-oriented, with a strong sense of purpose.
• Resilient, adaptable and able to thrive in a fast-paced, complex environment.
• High levels of integrity, accountability and professionalism.
• Willing and able to travel throughout the UK & Ireland, and internationally where required, to support customers, partners and business development activity.

Education/Qualifications

• Educated to degree level or equivalent professional experience.
• Current UK Government Security Check (SC) clearance or eligible to obtain UK Government Security Check (SC) clearance.

Desirable

Experience

• Demonstrable success in achieving and exceeding revenue targets through consultative, solution-based sales.
• Experience leading complex, high-value sales opportunities involving multiple decision-makers, long sales cycles and cross-functional teams.
• Experience leading tenders and contract development activity in conjunction with Legal, Finance and Operations teams.
• Direct experience selling cyber security solutions, or selling education, technical training or workforce development programmes into Defence, Military or Law Enforcement customers.
• Experience participating in large-scale, international live-fire cyber defence exercises (e.g. NATO CCDCOE).
• Experience developing strategic partnerships with defence primes, systems integrators or other ecosystem organisations internationally.

Qualifications

• Credible external voice, able to represent the business through publications, conference speaking or industry thought leadership.
• Developed Vetting (DV) clearance.
• Cyber security or information security qualifications.
• Relevant professional memberships.