- Salary
- €80k – €100k/yr
- Location
- Amsterdam
- Workplace
- Remote
- Type
- Full-time
- Department
- IT
- Seniority
- Senior
- Source
- Pinpoint
Description
Senior Business Development Manager Belgium (Enterprise)
Application Deadline: 31 July 2026
Department: Sales
Employment Type: Full Time
Location: Amsterdam
Compensation: €80,000 - €100,000 / year
Description
The Senior Business Development Manager is responsible for leading Belgium’s most complex, high-value, and strategically significant commercial opportunities across SANS’ portfolio. The role combines senior-level new business development with ownership of strategic accounts, while acting as a commercial leader within Mainland Europe’s sales organisation.
This role is responsible not only for delivering revenue, but also for driving SANS' growth and long-term success in the Belgium market. It focuses on driving deal strategy, strengthening executive-level customer relationships, mentoring sales colleagues, and ensuring that SANS is positioned as a trusted long-term partner across enterprise and regulated industries. The Senior BDM acts as a commercial role model and senior point of reference and escalation for the wider team.
Key Responsibilities
Business Development
· Own and drive the acquisition of new SANS customers from defined strategic target lists, with a focus on complex, high-value, and multi-stakeholder opportunities.
· Lead and shape large, programmatic, and enterprise-level sales opportunities from initial engagement through to close, taking ownership of commercial strategy and solution design.
· Identify, qualify, and progress new business through a consultative, insight-led, and solution-oriented sales approach aligned to customer outcomes.
· Demonstrate deep expertise across the SANS portfolio to create differentiated propositions spanning training, certification, programmes, and partnerships.
· Take ownership of deal strategy for priority opportunities, including pricing, commercial structure, risk management, and stakeholder alignment.
· Consistently achieve and exceed annual sales and revenue targets, with a focus on quality, sustainability, and long-term value creation.
· Maintain accurate forecasting, pipeline management, and reporting within CRM systems (e.g. Salesforce), ensuring visibility of strategic opportunities and risks.
· Support the successful onboarding of newly acquired customers to ensure strong early outcomes and long-term retention.
Client, Account, & Partner Engagement
· Build and sustain trusted, senior-level relationships with CISOs, security leaders, HR and L&D executives, procurement, and wider business stakeholders.
· Take ownership of selected strategic accounts, driving long-term account planning, expansion, renewals, upsell, and cross-sell opportunities.
· Act as a senior commercial escalation point for customers, resolving complex commercial, contractual, or delivery-related challenges with confidence and authority.
· Collaborate closely with internal stakeholders across sales, marketing, product, operations, instructors, and delivery teams to ensure seamless execution and exceptional customer experience.
· Represent SANS Institute externally at industry events, conferences, and senior forums, strengthening brand presence, credibility, and thought leadership across the Belgium market.
· Ensure a consistently high standard of post-sale customer engagement and dedicated priority support, for strategically important clients.
Sales Process, Governance, & Execution
· Take ownership of the end-to-end sales cycle for assigned opportunities, including commercial strategy, proposals, pricing, contracting, and handover.
· Develop and execute structured account and territory plans using agreed sales methodologies and frameworks.
· Adhere to agreed sales processes, governance, and compliance requirements while exercising sound commercial judgement in complex scenarios.
· Support and collaborate on local marketing initiatives, campaigns, and SANS events to drive pipeline creation and revenue growth.
· Maintain strong commercial discipline across forecasting, deal reviews, and opportunity management.
Team Contribution, Mentoring & Leadership
- Actively mentor and coach Business Development Managers and other commercial team members on strategic selling, enterprise deal execution, and senior stakeholder engagement.
- Provide hands-on guidance on complex opportunities, helping elevate deal quality and sales capability across the team.
- Share market insight, customer intelligence, and best practice to strengthen overall team performance and commercial maturity.
- Support the onboarding and development of new team members through structured knowledge sharing and role-modelling of best practice.
- Contribute to a collaborative, high-performance sales culture aligned with SANS values, behaviours, and long-term growth objectives.
- Act as a trusted internal point of reference for strategic accounts, complex customer scenarios, and commercial decision-making.
Other Responsibilities
- Achieve agreed revenue targets, KPIs and strategic objectives in line with SANS’ priorities for Belgium.
- Take ownership of the tender and procurement process for complex enterprise opportunities, where applicable.
- Actively build, promote, and protect the SANS brand, values, and mission across all customer and partner engagements.
- Undertake additional responsibilities consistent with the seniority and scope of the role, as required.
Skills, Knowledge and Expertise
- Educated to degree level or equivalent.
- Substantial field-based B2B sales experience, with a proven track record of success in the commercial enterprise market.
- Fluent in English and French (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 across Europe
Skills
SalesforceRisk ManagementComplianceProcurementNegotiation
