About this role
The Senior Business Development Manager is responsible for leading Belgium’s most complex, high-value, and strategically significant commercial opportunities across SANS’ portfolio. The role combines senior-level new business development with ownership of strategic accounts, while acting as a commercial leader within Mainland Europe’s sales organisation. This role is responsible not only for delivering revenue, but also for driving SANS' growth and long-term success in the Belgium market. It focuses on driving deal strategy, strengthening executive-level customer relationships, mentoring sales colleagues, and ensuring that SANS is positioned as a trusted long-term partner across enterprise and regulated industries. The Senior BDM acts as a commercial role model and senior point of reference and escalation for the wider team. Business Development Own and drive the acquisition of new SANS customers from defined strategic target lists, with a focus on complex, high-value, and multi-stakeholder opportunities. Lead and shape large, programmatic, and enterprise-level sales opportunities from initial engagement through to close, taking ownership of commercial strategy and solution design. Identify, qualify, and progress new business through a consultative, insight-led, and solution-oriented sales approach aligned to customer outcomes. Demonstrate deep expertise across the SANS portfolio to create differentiated propositions spanning training, certification, programmes, and partnerships. Take ownership of deal strategy for priority opportunities, including pricing, commercial structure, risk management, and stakeholder alignment. Consistently achieve and exceed annual sales and revenue targets, with a focus on quality, sustainability, and long-term value creation. Maintain accurate forecasting, pipeline management, and reporting within CRM systems (e.g. Salesforce), ensuring visibility of strategic opportunities and risks. Support the successful onboarding of newly acquired customers to ensure strong early outcomes and long-term retention. Client, Account, & Partner Engagement Build and sustain trusted, senior-level relationships with CISOs, security leaders, HR and L&D executives, procurement, and wider business stakeholders. Take ownership of selected strategic accounts, driving long-term account planning, expansion, renewals, upsell, and cross-sell opportunities. Act as a senior commercial escalation point for customers, resolving complex commercial, contractual, or delivery-related challenges with confidence and authority. Collaborate closely with internal stakeholders across sales, marketing, product, operations, instructors, and delivery teams to ensure seamless execution and exceptional customer experience. Represent SANS Institute externally at industry events, conferences, and senior forums, strengthening brand presence, credibility, and thought leadership across the Belgium market. Ensure a consistently high standard of post-sale customer engagement and dedicated priority support, for strategically important clients. Sales Process, Governance, & Execution Take ownership of the end-to-end sales cycle for assigned opportunities, including commercial strategy, proposals, pricing, contracting, and handover. Develop and execute structured account and territory plans using agreed sales methodologies and frameworks. Adhere to agreed sales processes, governance, and compliance requirements while exercising sound commercial judgement in complex scenarios. Support and collaborate on local marketing initiatives, campaigns, and SANS events to drive pipeline creation and revenue growth. Maintain strong commercial discipline across forecasting, deal reviews, and opportunity management. Team Contribution, Mentoring & Leadership Actively mentor and coach Business Development Managers and other commercial team members on strategic selling, enterprise deal execution, and senior stakeholder engagement. Provide hands-on guidance on complex opportunities, helping elevate deal quality and sales capability across the team. Share market insight, customer intelligence, and best practice to strengthen overall team performance and commercial maturity. Support the onboarding and development of new team members through structured knowledge sharing and role-modelling of best practice. Contribute to a collaborative, high-performance sales culture aligned with SANS values, behaviours, and long-term growth objectives. Act as a trusted internal point of reference for strategic accounts, complex customer scenarios, and commercial decision-making. Other Responsibilities Achieve agreed revenue targets, KPIs and strategic objectives in line with SANS’ priorities for Belgium. Take ownership of the tender and procurement process for complex enterprise opportunities, where applicable. Actively build, promote, and protect the SANS brand, values, and mission across all customer and partner engagements. Undertake additional responsibilities consistent with the seniority and scope of the role, as required.