SANS Institute
Senior Business Development Manager – Military & Law Enforcement, UKI
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Senior Business Development Manager – Military & Law Enforcement, UKI
Application Deadline: 5 September 2026
Department: Sales
Employment Type: Full Time
Location: United Kingdom
Reporting To: Head of UK & Ireland
Description
The Senior Business Development Manager – Military & Law Enforcement is responsible for driving sustainable revenue growth and strategic market presence across UK and Ireland defence, military, and law enforcement organisations.
This role is a senior individual contributor position, requiring high levels of credibility, judgement, and professionalism when engaging with senior military officers, civil servants, defence digital leaders, and law enforcement executives. The role focuses on developing trusted, long-term relationships; leading complex, programme-based commercial engagements; and positioning SANS as a strategic partner aligned to national security, resilience, and capability outcomes.
The Senior Business Development Manager will act as a role model for high-quality sales execution, customer engagement, and commercial discipline, setting standards through personal performance and conduct rather than formal people management.
Key Responsibilities
Strategic Business Development & Market Engagement
- Lead business development activity across a defined portfolio of UK and Ireland military, defence, and law enforcement accounts, including MOD, frontline commands, defence digital organisations, agencies, and allied stakeholders.
- Identify, shape, and secure complex, high-value, and often multi-year opportunities, moving beyond transactional training delivery toward programme-based and capability-led engagements.
- Build and maintain a deep understanding of defence and law enforcement priorities, threat landscapes, policy drivers, and procurement environments, translating these into relevant SANS solutions.
- Engage confidently with senior military and government stakeholders, operating effectively at officer, executive, and policy level.
- Position SANS as a trusted partner supporting national security, operational readiness, cyber resilience, and professional development outcomes.
- Develop and execute structured account and engagement plans aligned to strategic defence and law enforcement objectives.
Client Relationship Management & Programme Delivery
- Establish and sustain long-term, trust-based relationships with key decision-makers, influencers, and sponsors across defence and law enforcement organisations.
- Take ownership of senior commercial engagement throughout the sales lifecycle, from early-stage discovery through to commercial agreement and handover.
- Act as the primary commercial interface for complex customer scenarios, ensuring clarity, consistency, and professionalism in all interactions.
- Support the successful onboarding and ongoing management of customers, ensuring programmes deliver value, satisfaction, and long-term growth.
- Represent SANS at relevant defence, security, and law enforcement forums, events, and industry engagements to strengthen market presence and credibility.
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Sales Execution, Governance & Commercial Discipline
- Own the end-to-end sales process for assigned opportunities, including opportunity qualification, solution design, pricing, proposals, contracts, and tender responses where applicable.
- Maintain accurate pipeline management, forecasting, and reporting through agreed CRM systems and processes.
- Operate effectively within public sector and defence procurement frameworks, ensuring compliance while exercising sound commercial judgement.
- Support marketing initiatives, campaigns, and SANS-hosted events aligned to defence and law enforcement audiences.
- Maintain strong commercial discipline across deal management, governance, and internal collaboration.
Role Modelling & Contribution to Standards
- 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 insight, market intelligence, and best practice informally with colleagues to support overall team effectiveness, without formal line management responsibility.
- Collaborate constructively with peers and internal stakeholders to ensure joined-up engagement across strategic accounts.
Sales Administration & Process
- 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.
- Successfully develop and drive sales plans, using agreed methodologies.
- Embrace and adhere to agreed sales processes and procedures.
Other Responsibilities
- Deliver agreed revenue targets, KPIs, and strategic objectives aligned to defence and law enforcement market priorities.
- Take ownership of tender and procurement activity for relevant opportunities, where applicable.
- Actively promote and protect 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.
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Skills, Knowledge and Expertise
Essential
Experience
- Proven experience in a field-based B2B sales role within UK Military, HM Government and/or UK Law Enforcement.
- Proven experience in account management.
- Experience managing complex sales opportunities involving multiple decision-makers.
- Proven ability to build trusted relationships with senior government stakeholders.
- Experience using Salesforce or a comparable CRM platform.
Knowledge
- Deep understanding of the UK & Irish Military and Law Enforcement markets, including funding cycles.
- Working knowledge of HMG procurement frameworks and defence acquisition processes, including experience negotiating, shaping or supporting complex government or defence contracts.
- Awareness of current cyber security trends and workforce development challenges.
Skills
- Excellent relationship-building and senior stakeholder management skills.
- Strong consultative selling and commercial negotiation capabilities.
- Outstanding communication and presentation skills.
- Ability to influence senior decision-makers and executive leaders.
- Strong IT Skills, including experience of working with all Microsoft Office products and social media such as LinkedIn.
- Strategic account planning and opportunity management.
- Strong commercial forecasting and pipeline management.
- Excellent organisational, analytical and problem-solving skills.
- Ability to manage multiple complex opportunities simultaneously.
Education/Qualifications
- Educated to degree level or equivalent experience.
- Current UK Government Security Check (SC) clearance or eligible to obtain UK Government Security Check (SC) clearance.
Desirable
Experience
- Experience selling cyber security education, technical training or workforce development programmes.
- Knowledge of organisational learning, training and operational capability-development initiatives within military and law-enforcement environments.
Knowledge
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Qualifications
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Developed Vetting (DV) clearance and/or NPPV clearance.
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Cyber security or information security qualifications.
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Relevant professional memberships.
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