Business Development Manager – Defence, Law Enforcement

SANS Institute

. Develop and own the go-to-market and commercial strategy for SANS' Defence and Law Enforcement sector in CEE, initially prioritising Poland and expanding into other CEE markets.

Posted 11/10/2026full-timeRemote • PolandMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in developing go-to-market strategies and managing strategic relationships within the Defence and Law Enforcement sectors. Proficient in navigating public procurement frameworks and driving revenue growth while aligning with cybersecurity priorities and operational requirements.

Highest-signal resume keywords

Go-To-Market Strategy DevelopmentPublic Procurement NavigationCybersecurity Workforce DevelopmentSalesforce CRM ManagementNative German Language Proficiency

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Strategic Account PlanningEnterprise Training AgreementsCyber Academies DevelopmentMarket Intelligence AnalysisRevenue Target ManagementKPI AchievementNegotiation SkillsSales ForecastingCustomer Needs TranslationChange Management

Soft Skills

Interpersonal SkillsPresentation SkillsInfluencing SkillsCreativityDecisiveness

Tools & Technologies

Microsoft Office SuiteSalesforce CRMSocial Media Platforms

Industry Keywords

Defence SectorLaw EnforcementCybersecurityCEE MarketsNATO InteroperabilityPublic SectorEnterprise OrganizationsOperational ReadinessWorkforce Capability GapsCompetitive Insight

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Develop and own the go-to-market and commercial strategy for SANS' Defence and Law Enforcement sector in CEE, initially prioritising Poland and expanding into other CEE markets.
Build senior relationships across defence, law enforcement, internal security organisations, defence industry partners, systems integrators, NATO-related bodies and ecosystem organisations.
Identify, qualify and secure enterprise training agreements, Cyber Academies and workforce development programmes.
Develop strategic account plans with multi-year growth pathways.
Translate customer challenges, threats and operational requirements into outcome-focused SANS solutions.
Maintain knowledge of Polish and CEE cyber priorities, budgets, modernisation programmes, procurement, funding cycles and competitors.
Manage pipeline, forecasting and opportunity reporting in Salesforce CRM.
Identify cybersecurity workforce capability gaps and shape programmes supporting operational readiness and resilience.
Work with internal stakeholders on scalable customer approaches, Polish-language engagement and delivery models meeting local security and NATO interoperability requirements.
Provide market intelligence, competitive insight and customer feedback for regional strategy and go-to-market activity.
Serve as primary strategic contact for Defence and Law Enforcement accounts, ensuring retention and sustainable growth.
Conduct executive business reviews, resolve risks and identify further opportunities.
Coordinate with Customer Success, Operations, CEE and Nordics business development, wider EMEA and global SANS teams.
Represent SANS at defence, security and cybersecurity conferences and forums.
Own revenue targets, KPIs and business objectives.
Lead complex procurement, tender and contract activities under Polish and applicable CEE public and defence procurement requirements.
Travel regularly across Poland and wider CEE, and internationally as required.

Requirements

What you’ll need

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.