About this role
The Head of Military & Law Enforcement - UK&I is a senior individual contributor responsible for driving sustainable revenue growth and expanding SANS' presence across military, defence, law enforcement and national security organisations in the UK & Ireland. The role focuses on identifying, developing and securing strategic opportunities whilst building trusted, long-term relationships with senior military, policing, cyber and procurement stakeholders. Reporting to the Head of UK&I, the Head of Military & Law Enforcement will own and execute sector and account strategies, lead complex sales opportunities and position SANS as the partner of choice for cybersecurity capability and workforce development across the sector. The role requires a high degree of commercial credibility, consultative selling capability and knowledge of the UK & Ireland defence and law enforcement environment, whilst acting as a role model for professional sales execution, cross-functional collaboration and customer engagement. Business Development Develop and own the commercial strategy for the UK & Ireland Military and Law Enforcement sector, identifying priority accounts, market opportunities and routes to growth that support SANS' regional objectives. Build trusted relationships with senior military, policing, cyber, workforce development and procurement leaders, positioning SANS as a strategic partner in cyber capability development. Identify, qualify and secure enterprise training agreements, Cyber Academies and large-scale workforce development programmes across defence and law enforcement organisations. Develop and execute strategic account plans for priority customers, creating multi-year growth pathways across commands, forces, agencies and operational functions. Develop and leverage relationships with defence industry partners, systems integrators, framework partners and relevant ecosystem organisations to extend SANS' reach and generate opportunities. Maintain a comprehensive understanding of the SANS portfolio and translate customer challenges, emerging threats and operational requirements into differentiated, outcome-focused solutions. Maintain an in-depth understanding of UK & Ireland defence, military and law enforcement cyber priorities, procurement environments, funding cycles and competitive developments. Provide accurate pipeline management, sales forecasting and opportunity reporting through Salesforce in accordance with SANS business processes. Programme and Market Development Identify cybersecurity workforce capability gaps across defence and law enforcement organisations and shape programmes that support operational readiness, resilience and long-term capability objectives. Drive the adoption and expansion of SANS enterprise programmes, Cyber Academies and workforce development initiatives, ensuring solutions are aligned with customer outcomes. Work with internal stakeholders to develop innovative, scalable approaches to customer requirements and support the successful onboarding and expansion of new programmes. Provide market intelligence, competitive insight and customer feedback to inform regional strategy, programme innovation, product positioning and go-to-market activity. Client Relationship Management Serve as the primary strategic contact for senior stakeholders across Military and Law Enforcement accounts, ensuring strong customer satisfaction, retention and sustainable growth. Conduct regular executive business reviews to assess programme performance, demonstrate value, resolve risks and identify opportunities for further engagement. Coordinate effectively with Customer Success, Operations and other internal teams to deliver a consistent, world-class customer experience. Represent SANS at relevant defence, security, policing and cybersecurity conferences, exhibitions and industry forums to strengthen relationships, enhance brand awareness and develop pipeline. Commercial and Cross-functional Leadership Take ownership of assigned revenue targets, KPIs and business objectives, consistently delivering or exceeding agreed performance expectations. Lead complex procurement, tender and contract development activities, working closely with Legal, Finance, Operations and other relevant teams. Collaborate with colleagues across EMEA and the wider global SANS organisation to develop coordinated account strategies, share market intelligence and align customer engagement. Uphold and promote the SANS brand, mission and values in all professional interactions. Travel throughout the UK & Ireland, and internationally where required, to support customers, partners and business development activities. Undertake other reasonable responsibilities as requested by the Management Team.