Business Development Manager – Hybrid Enterprise/semi-Gov (DACH)

SANS Institute; Deutschland; Hybrid; EUR 90,000 - 140,000; Full time

Job summary

SANS Institute in Germany seeks a Business Development Manager – Hybrid Enterprise/semi-Gov (DACH) to grow revenue and market share by managing key Enterprise and government accounts and pursuing new contracts. You will forecast sales, align with CRM processes, and collaborate with the Country Lead and Sales team to translate security needs into customer driven solutions.

This role requires native German, strong negotiation and relationship skills, and willingness to travel to events across

Qualifications

• Degree level or equivalent required.
• Experience with Enterprise and/or government accounts.
• Native German (written and spoken).
• Ability to meet KPIs and targets.
• Strong influencing and negotiation skills in business.
• Able to work under pressure and meet deadlines.
• Excellent interpersonal and presentation skills.
• Experience with public procurement frameworks.
• Willingness to travel across Europe.
• Proficient in Microsoft Office and CRM usage.

Responsibilities

• Manage and grow Tier 1 customers, act as main contact.
• Forecast sales monthly and align with CRM processes.
• Develop and drive sales plans; support campaigns and events.
• Build relationships with SANS teams and maintain brand.
• Travel to SANS events in Europe and London.

Skills

Enterprise/government experience

German native

Sales forecasting

CRM systems

Negotiation

Public procurement

Strategic networking

Presentations

MS Office

Travel readiness

Education

Bachelor’s degree

Tools

CRM systems

LinkedIn

MS Office

Job description

Business Development Manager – Hybrid Enterprise/semi-Gov (DACH)

Application Deadline: 4 November 2026

Department: Sales

Employment Type: Full Time

Location: Germany

Reporting To: Country Lead, DACH

Description

To be responsible for increasing revenue and market share in Germany through the SANS product portfolio. Managing existing key Enterprise and/or (semi-) Government accounts, as well as identifying and pursuing and securing new critical Enterprise and/or (semi-)Government contracts in accordance with the SANS brand, values, and mission statement.

Key Responsibilities

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.

Skills, Knowledge and Expertise

• 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.