Business Development Manager - European Union

March 12

Apply Now

Receive Emails with Similar Jobs

SANS Institute

WebsiteLinkedInAll Job Openings

SANS Institute is a leading organization specializing in cybersecurity training and education, providing a wide range of hands-on courses, certifications, and degree programs aimed at enhancing the skills and expertise of cybersecurity professionals. Founded in 1989, it offers expert-led training sessions globally, alongside resources like webinars and podcasts to support ongoing learning and development in the cybersecurity field. SANS Institute is dedicated to helping individuals and organizations mitigate cyber risks through rigorous training that aligns with industry standards and best practices.

Information Security Training • Digital Forensics Courses • Cyber Security Training • Security Awareness Training • Penetration Testing Courses

201 - 500 employees

Founded 1989

🔒 Cybersecurity

📚 Education

☁️ SaaS

📋 Description

• Responsible for driving sales and business development of the SANS product portfolio across the EU-Institutions in Belgium in accordance with agreed revenue, costs, budgets and profit margin targets. • This includes developing existing relationships with key EU-Institutions and Agencies whilst also identifying and pursuing new opportunities from prospect to partner and to fully represent and build the SANS brand across the EU Institutions in accordance with the SANS’ brand values and mission statement. • Accountable for the management and growth of existing EU Institutions and Agencies. • The ability to engage, brief and influence EU officials and leaders as to the benefits of the SANS approach to help them understand the value and impact of the SANS Training Model. • To fully understand the SANS portfolio to generate quality opportunities, differentiating the SANS offering against those of our competitors. • To follow and understand the latest trends and developments in the Cyber Security industry including the rapidly changing regulatory landscape, e.g. NIS 2. • To effectively articulate the SANS business strategy within mainland Europe & that of the wider SANS brand. • To conduct face to face meetings with officials from the EU-Institutions and other agencies and to target prospective customers (when appropriate and safe to do so). • 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. • On-Board newly acquired Institutions or agency’s from across the EU-Institutions. • Responsible for the management of all selected EU-Institutions and agencies. To operate as a single point of contact for key stakeholders across the EU-Institutions. • To provide executive involvement in key accounts, managing and developing existing client relationships. To conduct regular and in-depth Customer Reviews with EU-Institutions. Responsible for customer success and satisfaction and ensuring a first-class customer experience for existing and new engagements.

🎯 Requirements

• Educated to degree level or equivalent. • Minimum of 7 years' experience in a B2B sales role, with a proven track record in business development and account management across EU markets or within the EU regulatory environment. • Experience in new business development, account management, and customer retention across diverse sectors, with a focus on EU and multinational accounts. • Proven ability to deliver against sales KPIs, revenue targets, and business growth goals within a complex sales environment. • Experience working within EU institutions, associations, or public sector organisations. • Experience with cross-border sales and an understanding of the complexities of selling within the EU and EU regulations. • Experience in managing key accounts and long-term relationships with clients across different EU regions. • Ability to navigate and work effectively within complex EU regulatory frameworks. • Experience in consultative selling – understanding client pain points and tailoring solutions to meet specific needs. • Fluent in English (written/verbal), with proficiency in at least one other European language (e.g., French, German, Spanish, Dutch or Italian). • Strong influencing, negotiation, and presentation skills tailored to diverse cultural and business environments in the EU. • Highly proficient in managing and developing relationships with senior stakeholders and decision-makers in business, government, or academic institutions. • Ability to identify new business opportunities and strategically grow accounts in a competitive and evolving market. • Expertise in managing multi-national client accounts and dealing with cross-border sales processes. • Familiarity with government tenders and/or EU-funded projects. • Knowledge of the EU funding landscape and how to leverage it for business growth. • Proficient in using CRM systems to manage and track client relationships, opportunities, and sales pipeline. • Able to use social media platforms such as LinkedIn. • Ability to work autonomously while collaborating effectively across teams and with senior leadership. • Ability to plan, forecast and report against sales plan and targets. • A self-starter with the ability to work independently and drive new business initiatives across the EU market. • Results-oriented with a strong desire to exceed sales goals and drive business expansion. • Demonstrates resilience, particularly when handling objections or managing challenges within new business development or account management. Willingness to travel extensively across the EU to attend meetings, trade shows, and events, particularly in key EU cities (e.g., Brussels, Berlin, Paris, etc.). • Commitment to continuous professional development and staying informed on market trends, especially within technology, cyber security, and EU business regulations. • A genuine passion for driving business growth and forging strong, long-term client relationships. • Cyber Security Qualification.