Business DevelopmentManager– Defence (Cyber & Digital)

Nortal; Helsinki; On-site; EUR 78,000 - 89,000; Full time

Benefits offered by this job

Competitive salary

Global organization culture

Job summary

Nortal is seeking an experienced Business Development Manager to accelerate growth in the Finnish defence sector. This role focuses on personal output—building relationships, originating opportunities, and converting pipeline—without a leadership mandate.

You will identify and develop opportunities across cyber and digital services, working with the Ministry of Defense and Finnish Defence Forces, and leverage the defence ecosystem to drive revenue.

Qualifications

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

Responsibilities

• Generate new business pipeline and develop opportunities across defence programmes focusing on cyber and digital services.
• Engage with prime contractors and subcontracting routes to market within the defence ecosystem.
• Build relationships with MOD, single services, and funding authorities.
• Progress opportunities from early engagement through to close with bid and delivery teams.
• Represent Nortal at industry events, improving credibility and visibility in defence circles.
• Develop long-term strategic relationships with partners and customers to drive repeatable opportunities.
• Collaborate cross-functionally to shape compelling propositions aligned to client needs.

Skills

Pipeline generation

Independent contributor

Finnish defence network

Business development

Cyber and digital services

IT services

Strong communication

Job description

Overview

At Nortal,webelieveinthinkingbig—creatingdigitalsolutionswithmeaningful,far-reachingimpact. As a global professional services firm, with over 3000 professionals across 26 countries,we’vespentovertwodecadeshelpinggovernments,enterprises, andhealthcareinstitutionsin Europe, North America, andtheMiddleEastbuildsecuredigitalorganisations,businesses, andentiresocieties.

Nortal is seeking an experienced Business DevelopmentManagerto accelerate growth within the Finnish defence sector. The successful candidate willoperateas an individual contributor, developing and converting pipeline across cyber and digital opportunities, primarily throughthe Ministry of Defense, Finnish Defence Forces andthe 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

Youwill play a key role in establishing and gradually expanding Nortal’spresence within the Finnish defence market:

• Generate New Business Pipeline –Identify, originate, and developnew opportunities across defence programmes, with a focus on cyber and digital services.
• Work Within the Defence Ecosystem – Build and leverage relationships across prime contractors,operatingthrough 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 whererequired.
• 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 withindustryorganisations
• 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.