EXPLORE YOUR NEXT CHAPTER
Business Development Manager – Defence & Law Enforcement (Poland/CEE)
SANS Institute
Source: Headcount Labs · original listing ↗
Job data: Headcount Labs, ODbL 1.0. Job descriptions belong to their employers.
Posted yesterday
About this role
Business Development · Develop and own the go-to-market and commercial strategy for SANS' Defence and Law Enforcement sector in CEE, identifying priority accounts and routes to growth that support SANS' EMEA objectives. Poland is the initial priority, followed by phased expansion into other key CEE markets. · Build trusted relationships with senior leaders across CEE defence, law enforcement and internal security organisations, positioning SANS as a strategic partner in cyber capability development. In Poland, start with MON, the General Staff, the Cyberspace Defence Forces Component Command (DKWOC), operational commands, military universities and defence agencies, and with MSWiA, the National Police Headquarters (KGP), CBZC, the Border Guard and the internal security services. · Identify, qualify and secure enterprise training agreements, Cyber Academies and large-scale workforce development programmes across defence, law enforcement and national security organisations in Poland and, progressively, wider CEE, and drive their adoption and expansion in line with customer outcomes. · Develop and execute strategic account plans with multi-year growth pathways across commands, agencies and military and police training institutions. · Develop relationships with Polish, regional and international defence industry partners (e.g. Polska Grupa Zbrojeniowa and defence primes), systems integrators, NATO-related bodies and ecosystem organisations to extend SANS' reach and generate opportunities. · Maintain a comprehensive understanding of the SANS portfolio and translate customer challenges, threats and operational requirements into outcome-focused solutions. · Maintain in-depth knowledge of Polish defence, military and law enforcement cyber priorities, budgets, modernisation programmes, procurement (including the Armament Agency), funding cycles (including EU and NATO instruments) and competitors, building equivalent knowledge of other priority CEE markets. · Provide accurate pipeline management, forecasting and opportunity reporting in company CRM (Salesforce), in line with SANS business processes. Programme and Market Development · Identify cybersecurity workforce capability gaps across defence, law enforcement and national security organisations in Poland and wider CEE, and shape programmes that support operational readiness, resilience and long-term capability. · Work with internal stakeholders to develop scalable approaches to customer requirements, including Polish-language engagement and delivery models meeting local security and NATO interoperability requirements, and support onboarding of new programmes. · Provide market intelligence, competitive insight and customer feedback to inform regional strategy, positioning and go-to-market activity. Client Relationship Management · Serve as the primary strategic contact for senior stakeholders across Defence and Law Enforcement accounts in Poland and other CEE markets, ensuring retention and sustainable growth, and conduct regular executive business reviews to demonstrate value, resolve risks and identify further opportunities. · Coordinate with Customer Success, Operations and other internal teams to deliver a consistent customer experience. · Represent SANS at defence, security and cybersecurity conferences and forums in Poland and across CEE (e.g. MSPO Kielce, Defence24 Days, CYBERSEC) to build relationships, awareness and pipeline. Commercial and Cross-functional Leadership · Own assigned revenue targets, KPIs and business objectives, consistently delivering or exceeding agreed expectations. · Lead complex procurement, tender and contract activities in line with Polish and other applicable CEE public and defence procurement requirements, working with Legal, Finance, Operations and other teams. · Collaborate with the CEE and Nordics business development teams, the wider EMEA team including UK&I Military, and the global SANS organisation to coordinate account strategies, share market intelligence and align customer engagement. · Uphold and promote the SANS brand, mission and values in all professional interactions. · Travel regularly across Poland and wider CEE, and internationally where required. · Undertake other reasonable responsibilities as requested by the Management Team. Client Relationship Management * 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 Enterprise and/or (semi-)Government sectors, attending industry specific events when required. Business Development * 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. Sales Administration & Process * 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. Other * 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. * Educated to degree level or equivalent. * Significant experience working within Enterprise and/or (semi-)Government organizations, with a proven ability to develop strategic relationships, navigate public procurement frameworks, and drive revenue growth within complex 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.