Business Development Manager – Defence (Cyber & Digital)

Nortal; Helsinki; On-site; EUR 84,000 - 96,000; Full time

Job summary

Nortal is seeking an experienced Business Development Manager to accelerate growth in the Finnish defence sector. You will operate as an individual contributor, building and converting pipeline across cyber and digital opportunities, primarily through the Ministry of Defence, Finnish Defence Forces and the defence prime contractor ecosystem.

You will focus on personal output—developing strategic relationships, originating opportunities, and closing deals—while representing Nortal at industry

Qualifications

• Demonstrated ability to generate and convert pipeline as an individual contributor.
• Established network in the Finnish defence ecosystem to access primes, MOD, and industry bodies.
• Proven experience in business development within the defence sector, ideally across digital services and/or cyber.
• Minimum 5 years experience in IT services sector.
• Previous work experience in the Finnish Defence Forces or related defence sector essential.

Responsibilities

• Generate new business pipeline by identifying and developing opportunities in defence programmes.
• Engage with prime contractors and subcontracting routes to market to convert opportunities into revenue.
• Develop relationships across MOD and services, understanding procurement routes and funding dynamics.

Skills

Pipeline development

Defence ecosystem network

Stakeholder engagement

Business development

Commercial acumen

Job description

Overview

At Nortal, we believe in thinking big—creating digital solutions with meaningful, far-reaching impact. As a global professional services firm, with over 3000 professionals across 26 countries, we’ve spent over two decades helping governments, enterprises, and healthcare institutions in Europe, North America, and the Middle East build secure digital organisations, businesses, and entire societies.

Nortal is seeking an experienced Business Development Manager to accelerate growth within the Finnish defence sector. The successful candidate will operate as an individual contributor, developing and converting pipeline across cyber and digital opportunities, primarily through the Ministry of Defense, Finnish Defence Forces and the defence prime contractor ecosystem; but also capable of exploiting associated public sector opportunities. This role is focused on personal output—building relationships, originating opportunities, and converting pipeline—rather than team leadership or organisational management.

Responsibilities

• Generate New Business Pipeline – Identify, originate, and develop new opportunities across defence programmes, with a focus on cyber and digital services.
• Work Within the Defence Ecosystem – Build and leverage relationships across prime contractors, operating through subcontracting routes to market.
• Engage Key Stakeholders – Develop relationships across the MOD and single services, understanding programme structures, procurement routes, and funding dynamics.
• Convert Opportunities to Revenue – Progress opportunities from early engagement through to close, working closely with internal bid and delivery teams where required.
• Strengthen Market Presence – Represent Nortal at industry events, conferences, and forums, building credibility and visibility within the defence community.
• Develop Strategic Relationships – Build long-term, trusted relationships with partners and customers to drive repeatable opportunity flow.
• Collaborate to Win – Work cross-functionally to shape compelling, differentiated propositions aligned to client needs.

Qualifications

• Demonstrated ability to generate and convert pipeline as an individual contributor.
• Established network in the Finnish defence ecosystem – existing relationships across primes, MOD, and industry bodies are essential.
• Proven experience in business development within the defence sector, ideally across digital services and/or cyber.
• Minimum 5 years experience working in IT services sector.
• Previous work experience in the Finnish Defence Forces or in an organisation closely related to the defence sector is essential.
• Strong understanding of routes to market, including subcontracting through prime contractors.
• Active presence in the defence community, including engagement with industry organisations.
• Strong commercial acumen, with the ability to progress and close complex opportunities.
• Excellent communication and relationship-building skills.

Why Nortal

• Play a key role in expanding Nortal’s footprint in the Finnish defence sector.
• Work on high-impact digital programmes and cyber supporting mission-critical environments.
• Be part of a global organisation with an entrepreneurial, delivery-focused culture.

Base Salary Range

7000-8000€ / month (full-time). Final compensation will depend on factors such as relevant experience, role seniority, and skill set.

Nortal values equality and diversity in our work community. We welcome applicants with different backgrounds, such as in regard to age, gender, culture or minority group.