About this role
The Senior Business Development Manager – UK Civilian Government, is a senior individual contributor responsible for driving sustainable revenue growth and expanding SANS' presence across UK Civilian Government departments, agencies and arm's-length bodies. The role focuses on identifying, developing and securing strategic opportunities whilst building trusted, long-term relationships with senior government stakeholders. Working closely with the Head of UK&I, the Senior Business Development Manager will execute account strategies, lead complex sales opportunities and position SANS as the partner of choice for cyber security capability development across Government. The role requires a high degree of commercial credibility, consultative selling capability and knowledge of the UK Government environment, whilst acting as a role model for professional sales execution and customer engagement. Strategic Business Development & Market Engagement 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. Client Relationship Management & Programme Delivery 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. Sales Execution, Governance, & Commercial Discipline 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. Market Intelligence & Programme Development 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. Commercial Performance & Contribution 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.