Business Development Manager – Hybrid (DACH)

Application Deadline: 2 September 2026

Department: Sales

Employment Type: Full Time

Location: Germany

Reporting To: Country Lead, DACH

Description

Key Responsibilities

• Identify, shape, and secure complex, high-value, and often multi-year opportunities, moving toward program-based and capability-led engagements.
• Understand the DACH Enterprise and Government cybersecurity landscape to craft and implement strategies aimed at expanding SANS' presence, increasing market share, and driving long-term growth.
• Confidently engage and persuade senior enterprise executives, government officials, and civil servants by promoting SANS' best-in-class cybersecurity training solutions.
• Translate cybersecurity industry developments and emerging trends into solutions that address specific customer challenges across both enterprise and government sectors.
• Effectively communicate SANS' business strategy and the broader brand value proposition at relevant enterprise and government forums and industry events.

• Establish and sustain long-term, trust-based relationships with key decision-makers and influencers across enterprise organizations, government bodies, and agencies.
• Serve as a primary contact for senior stakeholders, ensuring a world-class customer experience through proactive management of customer success and satisfaction.
• Conduct regular, effective reviews of assigned accounts to assess performance and identify opportunities for further engagement.
• Facilitate the seamless onboarding of newly acquired enterprise organizations and government departments into SANS programs and services, ensuring they deliver immediate value.
• Identify cybersecurity skills gaps within enterprise organizations and government bodies and help embed professional development frameworks across departments and teams.

• Own the end-to-end sales process, including opportunity qualification, solution design, pricing, proposals, and contracts.
• Provide accurate sales forecasts and maintain diligent pipeline reporting through SANS' CRM (Salesforce).
• Lead the tender process for both enterprise procurement and Government procurement opportunities, operating effectively within commercial and public sector procurement frameworks.
• Monitor the payment of customer invoices to ensure outstanding debts are settled in a timely manner.
• Maintain strong commercial discipline across deal management, governance, and internal collaboration.

• Take ownership of performance metrics, including sales targets, KPIs, and other set revenue objectives.
• Act as a role model for professional and high-quality sales engagement, maintaining standards of commercial integrity.
• Build and maintain strong relationships with peers and senior executives across SANS to align strategies and share market intelligence.
• Uphold and promote the SANS brand, mission, and values in all professional interactions.

Skills, Knowledge and Expertise

• Educated to degree level or equivalent.
• Significant experience working within Enterprise and public sector or governmental organizations, with a proven ability to develop strategic relationships, navigate both commercial and public procurement frameworks, and drive revenue growth within complex enterprise and 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.