Business Development Manager (DACH)

SANS Institute; United States; Hybrid; USD 101,000 - 134,000; Full time

Job summary

SANS Institute in Germany is seeking a Business Development Manager to grow revenue in the DACH region, managing Tier 1 enterprise and (semi-)government accounts. The role is hybrid with travel to Europe and London as required.

You will develop strategic relationships, translate industry trends into customer solutions, forecast monthly sales, support campaigns, and ensure a top-tier customer experience. Fluent German and strong negotiation skills are essential.

Qualifications

• Degree or equivalent required; professional experience preferred.
• Significant experience in Enterprise and/or (semi-)Government sales with complex procurement.
• Native German (written and spoken).
• Able to meet KPIs and sales targets.
• Strong influencing and negotiation skills in a business environment.
• Ability to work under pressure and manage multiple tasks.
• Excellent interpersonal and presentation skills.
• Sales-focused with awareness of new business opportunities.
• Willingness to travel to Europe and London for events and meetings.
• Proficient with CRM systems and Microsoft Office.

Responsibilities

• Manage and grow Tier 1 enterprise/government accounts.
• Serve as primary contact for assigned customers and ensure strong relationships.
• Drive customer success and first-class experiences with account reviews.
• Network across enterprise/government sectors and attend events as needed.
• Develop opportunities from portfolio knowledge and differentiate offerings.
• Forecast sales monthly and align with CRM processes.
• Support campaigns and events to achieve revenue targets.
• Develop and implement sales plans adhering to processes and policies.
• Define relationships with wider SANS teams and uphold brand mission.

Skills

Enterprise sales

Public sector

German native

CRM software

Negotiation

Presentation skills

Account management

Business development

Forecasting

Networking

Education

Degree level or equivalent

Tools

CRM systems

Microsoft Office

LinkedIn

Job description

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

Department: Sales

Employment Type: Full Time

Location: Germany, Germany, Germany, Remote

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.