Business Development Manager – Hybrid (DACH)

SANS Institute; Deutschland; Hybrid; EUR 90.000 - 130.000; Vollzeit

Zusammenfassung

SANS Institute in Germany is seeking a Business Development Manager Hybrid (DACH) to drive sustainable revenue growth across enterprise and government sectors. You will identify, secure, and manage high-value contracts, embed SANS programs, and partner with senior stakeholders to expand market presence.

The role requires native German, strategic selling, and travel to events in Europe. A degree and strong relationship-building skills are essential for success.

Qualifikationen

• Educated to degree level or equivalent.
• Significant experience in Enterprise/public sector or government organizations driving revenue growth.
• Native German (written and spoken).
• Able to meet KPIs and targets.
• Strong influencing and negotiation skills.
• Able to work under pressure and meet deadlines.
• Excellent interpersonal and presentation skills.
• Sales-focused with awareness of new business opportunities.
• Proficient in CRM systems (e.g., Salesforce).
• Able to manage multiple client accounts and deliver world-class service.
• Creative in overcoming customer objections and planning.
• Strategic, decisive, and forward-thinking with long-term vision.
• Able to plan and forecast against sales plans.
• Translate customer needs into actionable solutions.
• Able to work autonomously and in a team.
• Strong networking and cross-level communication.
• Willingness to travel to SANS events in Europe and London.

Aufgaben

• Identify, shape, and secure high-value, multi-year opportunities.

Kenntnisse

German (native)

Strategic relationship development

Negotiation

Sales forecasting

Communication & presentation

Prospecting & opportunity shaping

Team collaboration

Travel to events

Ausbildung

Bachelor's degree or equivalent

Tools

Salesforce/CRM

Microsoft Office

LinkedIn

Jobbeschreibung

To be responsible for driving sustainable revenue growth and strategic market presence across the Enterprise and Government sectors within the DACH region. The Business Development Manager Hybrid (DACH) will focus on identifying and securing high-value contracts, managing existing partnerships, and embedding SANS programs across enterprise organizations and government departments and agencies in alignment with SANS' brand, values, and mission. The successful candidate will act as a trusted partner, positioning SANS solutions to support organizational resilience, national security, cyber resilience, and professional development outcomes.

Application Deadline: 2 September 2026

Department: Sales

Location: Germany

Key Responsibilities

Strategic Business Development & Market Engagement

• 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.

Client Relationship and Programme Delivery

• 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.

Sales Execution and Commercial Discipline

• 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.

Performance Metrics and Standards

• 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.