Sales Process, Governance, & Execution

• Take ownership of the end-to-end sales cycle for assigned opportunities, including commercial strategy, proposals, pricing, contracting, and handover.
• Develop and execute structured account and territory plans using agreed sales methodologies and frameworks.
• Adhere to agreed sales processes, governance, and compliance requirements while exercising sound commercial judgement in complex scenarios.
• Support and collaborate on UK marketing initiatives, campaigns, and SANS events to drive pipeline creation and revenue growth.
• Maintain strong commercial discipline across forecasting, deal reviews, and opportunity management.

Team Contribution, Mentoring & Leadership

• Actively mentor and coach Business Development Managers and other commercial team members on strategic selling, enterprise deal execution, and senior stakeholder engagement.
• Provide hands-on guidance on complex opportunities, helping elevate deal quality and sales capability across the team.
• Share market insight, customer intelligence, and best practice to strengthen overall team performance and commercial maturity.
• Support the onboarding and development of new team members through structured knowledge sharing and role-modelling of best practice.
• Contribute to a collaborative, high-performance sales culture aligned with SANS values, behaviours, and long-term growth objectives.
• Act as a trusted internal point of reference for strategic accounts, complex customer scenarios, and commercial decision-making.

Other Responsibilities

• Deliver agreed revenue targets, KPIs, and strategic objectives aligned to UK business priorities.
• Take ownership of the tender and procurement process for complex public sector or enterprise opportunities, where applicable.
• Actively build, promote, and protect the SANS brand, values, and mission across all customer and partner engagements.
• Undertake additional responsibilities consistent with the seniority and scope of the role, as required.

Skills, Knowledge and Expertise

Essential

• Educated to degree level or equivalent experience.
• Proven experience in a field-based B2B sales role within one or more of the following sectors or sub-territories: Financial Services, Insurance, Transport, Technology, Telecommunications, or Ireland.
• Experience selling complex professional services, technology, or training solutions.
• Track record of achieving sales targets and revenue growth.
• Strong relationship-building and stakeholder management skills.
• Excellent communication, presentation, and negotiation skills.
• Experience using a CRM system (preferably Salesforce) to manage pipelines, customer relationships, forecasting, and sales activity.
• Sales focused and commercially aware, with strong opportunity qualification skills.
• Strong IT Skills, including experience of working with all Microsoft Office products.
• Experience using LinkedIn and other digital prospecting tools to identify, engage, and develop new business opportunities.
• Strong planning, organisation, and forecasting skills.
• 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.
• Ability to work autonomously and as part of a team.
• Ability and desire to travel to SANS events within the UK & Ireland.
• Cyber Security background/qualification.
• Experience of selling in the Cyber Security sector.
• Knowledge of the Cyber Security sector.

Desirable

• Competent in using Salesforce and Tableau.