Job Description

Senior Business Development Manager, UK Civilian Government

Application Deadline: 7 September 2026

Department: Sales

Employment Type: Full Time

Location: United Kingdom

Reporting To: Head of UK & Ireland

Key Responsibilities

• Drive business development activity across an assigned portfolio of UK Civilian Government departments, agencies and associated organisations.
• Identify, qualify and secure complex, high-value opportunities aligned to departmental cyber security capability and workforce development priorities.
• Build a strong understanding of Government strategies including the Government Cyber Security Strategy, Government Campus, Government Security Profession and wider Cabinet Office initiatives. Position SANS as a strategic partner capable of supporting government cyber capability, resilience and workforce development. Develop and execute structured account plans that maximise revenue growth and long-term customer value.
• Identify opportunities to expand existing customer programmes through cross-selling and strategic account development.
• Maintain awareness of government priorities, procurement frameworks, policy developments and market trends to identify new commercial opportunities.

• Develop trusted relationships with senior civil servants, cyber leaders, learning and development teams and procurement stakeholders.
• Lead customer engagement throughout the full sales lifecycle, from initial discovery through to contract award and programme handover.
• Act as the primary commercial contact for assigned accounts, ensuring an exceptional customer experience.
• Conduct regular account reviews to identify new opportunities and ensure continued customer success.
• Support successful onboarding and ongoing growth of customers within SANS programmes.
• Represent SANS at government, cyber security and industry events to strengthen market presence and generate new opportunities.

• Manage the full sales process including opportunity qualification, solution development, pricing, proposals, contracts and tender submissions.
• Maintain accurate forecasting, pipeline management and CRM records through Salesforce.
• Operate effectively within UK Government procurement processes and commercial frameworks.
• Collaborate closely with Marketing, Customer Success, Product Management and internal stakeholders to maximise opportunities.
• Ensure commercial governance and compliance throughout all sales activities.
• Support marketing campaigns and SANS-hosted events targeting Civilian Government audiences.

• Identify emerging cyber skills requirements across Civilian Government and align SANS solutions to customer needs.
• Develop a detailed understanding of Government capability frameworks, including the Government Security Profession and Cyber Security Council disciplines.
• Share customer insight, market intelligence and competitive information with the wider UKI team.
• Support the Head of UK & I in identifying strategic growth opportunities and sector priorities.

• Deliver agreed revenue targets, KPIs and strategic objectives.
• Take ownership of assigned tenders and procurement opportunities.
• Build collaborative relationships across SANS to ensure effective delivery of customer programmes.
• 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 UK Public Sector
• Demonstrable success in achieving and exceeding revenue targets through consultative, solution-based sales.
• Proven ability to build trusted relationships with senior government stakeholders.
• Experience working with Government procurement processes and frameworks.
• Experience managing complex sales opportunities involving multiple decision-makers.
• Experience using Salesforce or a comparable CRM platform.

• Deep understanding of the UK Public Sector
• Knowledge of government procurement and commercial processes.
• Strong knowledge and understanding of standards set by UK Cyber Security Council.
• Awareness of current cyber security trends and workforce development challenges.
• 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.
• High levels of commercial judgement and professionalism.

• 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.
• Curious, with a continuous learning mindset.

• Educated to degree level or equivalent experience.
• Eligible to obtain UK Government Security Check (SC) clearance.

• Experience selling cyber security education, technical training or workforce development programmes.
• Experience responding to public sector tenders.
• Knowledge of organisational learning and capability development initiatives.

• Current UK Government Security Check (SC) clearance.
• Developed Vetting (DV) clearance.
• Sales methodology accreditation (MEDDICC, Miller Heiman, SPIN or equivalent).
• Cyber security or information security qualifications.
• Relevant professional memberships.