• Build long-term, trusted relationships with senior decision-makers and influencers across Financial Services organisations.
• Lead customer engagement throughout the full sales lifecycle from opportunity identification through to contract execution and programme delivery.
• Act as the primary commercial contact for strategic customer engagements.
• Conduct regular executive business reviews to maximize customer satisfaction, retention, and growth.
• Support successful customer onboarding and ensure programmes deliver measurable business value.
• Represent SANS at Financial Services industry conferences, cyber security forums, and customer events.

Sales Execution, Governance, & Commercial Discipline

• Manage the end-to-end sales process, including qualification, solution development, pricing, proposals, contracts, and commercial negotiations.
• Maintain accurate opportunity management, forecasting, and pipeline reporting through Salesforce.
• Navigate complex procurement and governance processes within large Financial Services organisations.
• Collaborate with Marketing, Customer Success, Product Management, and internal stakeholders to maximise customer success.
• Support marketing campaigns, executive briefings, and customer events focused on Financial Services.
• Ensure commercial governance and compliance throughout all sales activities.

Market Intelligence & Customer Insight

• Maintain a detailed understanding of cyber security trends affecting Financial Services organisations.
• Monitor developments across operational resilience, cyber regulation, and emerging threats to identify new business opportunities.
• Understand customer challenges relating to skills shortages, capability development, and regulatory compliance.
• Share market intelligence, customer insight, and competitive information with colleagues to support wider business growth.
• Identify opportunities to position new SANS products and services within existing accounts.

Commercial Performance & Contribution

• Deliver agreed revenue targets, KPIs, and strategic objectives.
• Lead commercial responses to RFPs, tenders, and procurement exercises where applicable.
• Build collaborative relationships across SANS to ensure exceptional customer delivery.
• 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 Financial Services sector.
• Demonstrable success in achieving and exceeding revenue targets through consultative, solution-based sales.
• Proven experience managing strategic customer relationships with senior stakeholders.
• Experience selling enterprise technology, cyber security, professional services, or learning solutions.
• Experience managing complex sales opportunities involving multiple decision-makers.
• Experience using Salesforce or a comparable CRM platform.

Knowledge

• Strong understanding of the UK Financial Services market.
• Knowledge of cyber security challenges affecting Financial Services organisations.
• Awareness of key regulatory frameworks including FCA, PRA, Operational Resilience, DORA, NIS2, ISO 27001, and the NIST Cybersecurity Framework.
• 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.

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.

Education/Qualification

• Educated to degree level or equivalent experience.

Desirable

Experience

• Experience working with banking, insurance, asset management, FinTech, or payment organisations.
• Experience selling cyber security education, technical training, or workforce development programmes.
• Experience managing public tenders, RFPs, or enterprise procurement exercises.
• Knowledge of organisational learning and capability development initiatives.

Qualifications

• Sales methodology accreditation (MEDDICC, Miller Heiman, SPIN, or equivalent).
• Cyber security or information security qualifications.
• Relevant Financial Services or Risk Management certifications.