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Senior Business Development Manager - UK & I, Finance
SANS Institute
Remote, GBR
Full-time
Senior
Remote
Discovered 1 weeks ago
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Key Responsibilities
- Drive business development activity across a defined portfolio of Financial Services accounts.
- Identify, qualify and secure complex, high-value and multi-year commercial opportunities.
- Develop and execute strategic account plans that align SANS solutions with customer business priorities and cyber resilience objectives.
- Build and maintain a deep understanding of the Financial Services sector, including cyber security challenges, workforce capability requirements and regulatory developments
- Position SANS as a trusted strategic partner supporting operational resilience, cyber maturity and professional development.
- Develop relationships across multiple stakeholder groups including CISOs, CIOs, Heads of Security, Risk, Compliance, HR, Learning & Development and Procurement.
- Identify opportunities to expand existing customer programmes through cross-selling and strategic account development.
- Build long-term, trusted relationships with senior decision-makers and influencers across Financial Services organisations.
- Lead customer engagement throughout the full sales lifecycle from opportunity identification through to contract execution and programme delivery.
- Act as the primary commercial contact for strategic customer engagements.
- Conduct regular executive business reviews to maximise customer satisfaction, retention and growth.
- Support successful customer onboarding and ensure programmes deliver measurable business value.
- Represent SANS at Financial Services industry conferences, cyber security forums and customer events.
- Manage the end-to-end sales process, including qualification, solution development, pricing, proposals, contracts and commercial negotiations.
- Maintain accurate opportunity management, forecasting and pipeline reporting through Salesforce.
- Navigate complex procurement and governance processes within large Financial Services organisations.
- Collaborate with Marketing, Customer Success, Product Management and internal stakeholders to maximise customer success.
- Support marketing campaigns, executive briefings and customer events focused on Financial Services.
- Ensure commercial governance and compliance throughout all sales activities.
- Maintain a detailed understanding of cyber security trends affecting Financial Services organisations.
- Monitor developments across operational resilience, cyber regulation and emerging threats to identify new business opportunities.
- Understand customer challenges relating to skills shortages, capability development and regulatory compliance.
- Share market intelligence, customer insight and competitive information with colleagues to support wider business growth.
- Identify opportunities to position new SANS products and services within existing accounts.
- Deliver agreed revenue targets, KPIs and strategic objectives.
- Lead commercial responses to RFPs, tenders and procurement exercises where applicable.
- Build collaborative relationships across SANS to ensure exceptional customer delivery.
- Promote the SANS brand, mission and values in every customer interaction.
- Undertake additional responsibilities appropriate to the seniority of the role.
Skills, Knowledge and Expertise
- Significant business development or enterprise sales experience within the Financial Services sector.
- Demonstrable success in achieving and exceeding revenue targets through consultative, solution-based sales.
- Proven experience managing strategic customer relationships with senior stakeholders.
- Experience selling enterprise technology, cyber security, professional services or learning solutions.
- Experience managing complex sales opportunities involving multiple decision-makers.
- Experience using Salesforce or a comparable CRM platform.
- Strong understanding of the UK Financial Services market.
- Knowledge of cyber security challenges affecting Financial Services organisations.
- Awareness of key regulatory frameworks including FCA, PRA, Operational Resilience, DORA, NIS2, ISO 27001 and the NIST Cybersecurity Framework.
- Understanding of consultative and value-based sales methodologies.
- Excellent relationship-building and executive stakeholder management skills.
- Strong consultative selling and commercial negotiation capabilities.
- Outstanding communication and presentation skills.
- Ability to influence senior decision-makers and executive leaders.
- Strategic account planning and opportunity management.
- Strong commercial forecasting and pipeline management.
- Excellent organisational, analytical and problem-solving skills.
- Ability to manage multiple complex opportunities simultaneously.
- Highly motivated, self-directed and results oriented.
- Commercially astute with a customer-first mindset.
- Professional, credible and confident when engaging with senior executives.
- Collaborative and supportive team player.
- Resilient, adaptable and able to thrive in a fast-paced environment.
- High levels of integrity, accountability and professionalism.
- Passionate about delivering exceptional customer outcomes.
- Educated to degree level or equivalent experience.
- Experience working with banking, insurance, asset management, FinTech or payment organisations.
- Experience selling cyber security education, technical training or workforce development programmes.
- Experience managing public tenders, RFPs or enterprise procurement exercises.
- Knowledge of organisational learning and capability development initiatives.
- Sales methodology accreditation (MEDDICC, Miller Heiman, SPIN or equivalent).
- Cyber security or information security qualifications.
- Relevant Financial Services or Risk Management certifications
About SANS Institute
Higher Education1776 employeesFounded 1989
Private U.S. cybersecurity education provider delivering hands-on training, certifications, and resources to practitioners and organizations worldwide.
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