SANS Institute
Senior Business Development Manager, UK Civilian Government
United Kingdom
Posted 1 day ago
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Application Deadline: 7 September 2026
Department: Sales
Location: United Kingdom
Description
The Senior Business Development Manager – UK Civilian Government, is a senior individual contributor responsible for driving sustainable revenue growth and expanding SANS' presence across UK Civilian Government departments, agencies and arm's-length bodies.
The role focuses on identifying, developing and securing strategic opportunities whilst building trusted, long-term relationships with senior government stakeholders. Working closely with the Head of UK&I, the Senior Business Development Manager will execute account strategies, lead complex sales opportunities and position SANS as the partner of choice for cyber security capability development across Government.
The role requires a high degree of commercial credibility, consultative selling capability and knowledge of the UK Government environment, whilst acting as a role model for professional sales execution and customer engagement.
Key Responsibilities
Strategic Business Development & Market Engagement
- Drive business development activity across an assigned portfolio of UK Civilian Government departments, agencies and associated organisations.
- Identify, qualify and secure complex, high-value opportunities aligned to departmental cyber security capability and workforce development priorities.
- Build a strong understanding of Government strategies including the Government Cyber Security Strategy, Government Campus, Government Security Profession and wider Cabinet Office initiatives. Position SANS as a strategic partner capable of supporting government cyber capability, resilience and workforce development. Develop and execute structured account plans that maximise revenue growth and long-term customer value.
- Identify opportunities to expand existing customer programmes through cross-selling and strategic account development.
- Maintain awareness of government priorities, procurement frameworks, policy developments and market trends to identify new commercial opportunities.
Client Relationship Management & Programme Delivery
- Develop trusted relationships with senior civil servants, cyber leaders, learning and development teams and procurement stakeholders.
- Lead customer engagement throughout the full sales lifecycle, from initial discovery through to contract award and programme handover.
- Act as the primary commercial contact for assigned accounts, ensuring an exceptional customer experience.
- Conduct regular account reviews to identify new opportunities and ensure continued customer success.
- Support successful onboarding and ongoing growth of customers within SANS programmes.
- Represent SANS at government, cyber security and industry events to strengthen market presence and generate new opportunities.
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Sales Execution, Governance, & Commercial Discipline
- Manage the full sales process including opportunity qualification, solution development, pricing, proposals, contracts and tender submissions.
- Maintain accurate forecasting, pipeline management and CRM records through Salesforce.
- Operate effectively within UK Government procurement processes and commercial frameworks.
- Collaborate closely with Marketing, Customer Success, Product Management and internal stakeholders to maximise opportunities.
- Ensure commercial governance and compliance throughout all sales activities.
- Support marketing campaigns and SANS-hosted events targeting Civilian Government audiences.
Market Intelligence & Programme Development
- Identify emerging cyber skills requirements across Civilian Government and align SANS solutions to customer needs.
- Develop a detailed understanding of Government capability frameworks, including the Government Security Profession and Cyber Security Council disciplines.
- Share customer insight, market intelligence and competitive information with the wider UKI team.
- Support the Head of UK & I in identifying strategic growth opportunities and sector priorities.
Commercial Performance & Contribution
- Deliver agreed revenue targets, KPIs and strategic objectives.
- Take ownership of assigned tenders and procurement opportunities.
- Build collaborative relationships across SANS to ensure effective delivery of customer programmes.
- Promote the SANS brand, mission and values in every customer interaction.
- Undertake additional responsibilities appropriate to the seniority of the role.
Skills, Knowledge and Expertise
Essential
Experience
- Significant business development or enterprise sales experience within the UK Public Sector
- Demonstrable success in achieving and exceeding revenue targets through consultative, solution-based sales.
- Proven ability to build trusted relationships with senior government stakeholders.
- Experience working with Government procurement processes and frameworks.
- Experience managing complex sales opportunities involving multiple decision-makers.
- Experience using Salesforce or a comparable CRM platform.
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Knowledge
- Deep understanding of the UK Public Sector
- Knowledge of government procurement and commercial processes.
- Strong knowledge and understanding of standards set by UK Cyber Security Council.
- Awareness of current cyber security trends and workforce development challenges.
- Understanding of consultative and value-based sales methodologies.
Skills
- Excellent relationship-building and executive stakeholder management skills.
- Strong consultative selling and commercial negotiation capabilities.
- Outstanding communication and presentation skills.
- Ability to influence senior decision-makers and executive leaders.
- 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.
- High levels of commercial judgement and professionalism.
Personal Attributes
- Highly motivated, self-directed and results oriented.
- Commercially astute with a customer-first mindset.
- Professional, credible and confident when engaging with senior executives.
- Collaborative and supportive team player.
- Resilient, adaptable and able to thrive in a fast-paced environment.
- High levels of integrity, accountability and professionalism.
- Passionate about delivering exceptional customer outcomes.
- Curious, with a continuous learning mindset.
Education/Qualifications
- Educated to degree level or equivalent experience.
- Eligible to obtain UK Government Security Check (SC) clearance.
Desirable
Experience
- Experience selling cyber security education, technical training or workforce development programmes.
- Experience responding to public sector tenders.
- Knowledge of organisational learning and capability development initiatives.
Qualifications
- Current UK Government Security Check (SC) clearance.
- Developed Vetting (DV) clearance.
- Sales methodology accreditation (MEDDICC, Miller Heiman, SPIN or equivalent).
- Cyber security or information security qualifications.
- Relevant professional memberships.
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Skills
Business Development
Enterprise Sales
Consultative Selling
Stakeholder Management
Account Planning
UK Government Procurement
Salesforce
Commercial Negotiation
Pipeline Management
Cyber Security Knowledge
Public Sector Sales
Strategic Partnerships
Contract Management
Forecasting
Executive Presentation
Solution Selling
Location