Business Development Executive - Iberia & Italy @ SANS Institute

The Business Development Executive for Italy and Iberia drives revenue growth and strengthens SANS' market presence by managing and growing existing Tier 2, 3 and 4 accounts, developing new and existing customer relationships, and identifying and pursuing new opportunities from prospect to partner across both regions. The role blends disciplined day to day sales execution with account ownership, requiring the ability to convert qualified leads, maintain an accurate sales pipeline via Salesforce, and translate cybersecurity trends into customer driven solutions in line with SANS' brand, values and mission.

Building strong relationships with customers sits at the core of the position, alongside, expanding territorial coverage and growing existing accounts across Italy and Iberia to reduce concentration risk and improve Italy's pipeline coverage ratio. In addition, the role is also expected to generate net-new pipeline and open net-new logos across both markets, leveraging marketing activities and campaigns to convert qualified leads into new customer relationships.

The role also supports event success and delegate engagement in both markets, helps build the SANS brand within the wider cybersecurity community across Italy and Iberia, and collaborates internally to support broader team objectives. Business Development

• Identify, prospect and pursue new opportunities across Italy, Spain and Portugal, taking them from first contact through to closed business and long-term partnership.
• Generate net-new pipeline and open new logos, leveraging marketing activities, campaigns and events to convert qualified leads into new customer relationships.
• Qualify opportunities rigorously, building a clear understanding of customer needs, decision-makers, budgets and buying processes.
• Translate cybersecurity trends, regulatory drivers (e.g. NIS2, DORA) and customer challenges into relevant SANS training, certification and workforce development solutions.
• Prepare proposals, quotations and, where applicable, tender responses, working with internal teams to secure agreements.
• Maintain a comprehensive understanding of the SANS portfolio, including SANS Training, GIAC Certifications, Cyber Ranges and Security Awareness.
• Maintain a sound understanding of the Italian and Iberian markets, customer segments and competitive landscape. Account Management and Growth
• Manage and grow a portfolio of existing Tier 2, 3 and 4 accounts across Italy and Iberia, identifying upsell and cross-sell opportunities.
• Grow smaller and mid-sized accounts to broaden the revenue base and reduce concentration risk on top accounts.
• Develop account plans for priority customers, supporting continuity of training programmes, renewals and long-term growth.
• Build healthy pipeline coverage across both markets to support predictable revenue and accurate forecasting. Client Relationship Management
• Build strong, trusted relationships with former, current and new customers, from security practitioners and team leads to CISOs and L&D/HR decision-makers.
• Conduct regular customer account reviews to demonstrate value, gather feedback and identify further opportunities.
• Coordinate effectively with Customer Success, Operations and other internal teams to deliver a consistent, world-class customer experience.
• Help build the SANS brand within the wider cybersecurity community across Italy and Iberia, including at industry events and community forums. Events, Collaboration and Sales Operations
• Support event success and delegate engagement in both markets, including invite calls, pipeline checks and delegate follow-up, and help build commercial presence ahead of planned SANS events in Italy.
• Maintain an accurate, up-to-date sales pipeline in Salesforce and deliver monthly sales forecasts in line with SANS business processes.
• Take ownership of assigned revenue targets and KPIs, consistently working to meet or exceed agreed performance expectations.
• Collaborate with colleagues across Mainland Europe and EMEA, including sales, marketing and events teams, to align customer engagement and support broader team objectives.
• Uphold and promote the SANS brand, mission and values, and travel across Italy, Spain and Portugal, and internationally where required, to meet customers and support events.
• Undertake other reasonable responsibilities as requested by the Management Team.