Senior Business Development Manager – Civilian Government (DACH)

Key Responsibilities

•  Responsible for the management and growth of existing selected Tier 1 customers. 
• Operate as a point of contact for assigned accounts.
• To be responsible for customer success and satisfaction, ensuring a first-class customer experience.
• Conduct effective, regular Customer Account Reviews with assigned Tier 1 customers.
• Proactively network across Government sectors, attending industry specific events when required. 

• To fully understand the SANS portfolio to generate quality opportunities and to be able to differentiate our offerings against those of our competitors.
• To follow and understand the latest trends and developments in the Cyber Security industry. 
• To effectively articulate the SANS business strategy & that of the wider SANS brand.
• To increase year on year revenue across Tier 1 account base in line with agreed targets. 
•  Responsible for forecasting sales on a monthly basis in line with business CRM processes.
• Represents SANS, translating Cyber Security industry developments into customer driven solutions.

• To 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.
• To successfully develop and drive sales plans, using agreed methodologies.
•  To embrace and adhere to agreed sales processes and procedures. 

• To manage and deliver agreed targets, KPI's and other set objectives.
• To effectively manage the invoicing and aged debt process, ensuring customer invoices are paid in a timely manner.
• To define and develop peer and executive relationships with the wider SANS teams.
• To build and maintain the SANS brand and mission.
• Carry out additional responsibilities as requested by the Management Team.

Skills, Knowledge and Expertise

• Educated to degree level or equivalent.
• Significant experience working within the public sector or governmental organizations, with a proven ability to develop strategic relationships, navigate public procurement frameworks, and drive revenue growth within complex public sector environments.
• Native in German (Written and verbal).
• Able to deliver against agreed KPIs and targets.
• Strong influencing and negotiation skills in a business environment.
• Able to work well under pressure.
• Excellent interpersonal and presentation skills.
• Able to manage change, whilst aligning and prioritising multiple tasks.
• Sales focused and commercially aware of new business opportunities. 
• Strong IT Skills, including experience of working with all Microsoft Office products.
• Able to use social media platforms such as LinkedIn. 
• Proficient in managing customers using a CRM system.
• 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.
• The ability to plan and prioritise own workload and work to strict deadlines.
• Ability to plan, forecast and report against sales plan and targets.
• Translate customer needs into customer driven solutions.
• Ability to work autonomously and as part of a team.
• Ability to network and communicate at all levels both internally and externally.
• Ability and desire to travel to SANS events in Europe and London.