Business Development Manager, Nordics

SANS Institute-posted 4 days ago
Full-time • Mid Level
Sweden, ME
101-250 employees
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To be responsible for increasing revenue and market share in the Nordics through the SANS product portfolio by driving the commercial and government account base and developing existing client relationships, identifying and pursuing new critical commercial contracts from prospect to partner in accordance with the SANS brand, values and mission statement.

  • Responsible for acquiring new SANS customers from a specified target customer list.
  • Fully understand the SANS portfolio to generate quality opportunities, differentiating our offerings against those of our competitors.
  • Follow and understand the latest trends and developments in the Cyber Security industry.
  • Effectively articulate the SANS business strategy & that of the wider SANS brand.
  • Conduct face to face meetings with prospective customers.
  • Responsible for forecasting sales on a monthly basis in line with business CRM processes.
  • Represents SANS, translating Cyber Security industry developments into customer driven solutions.
  • On-Board newly acquired customers.
  • Responsible for the management of all customers including 3rd party, resellers and global customers.
  • Provide executive involvement in key accounts, managing and developing existing client relationships.
  • Ensure “Rolls Royce” back-end post purchase support for customers within the responsible Country.
  • Monitor payment of customer invoices ensuring outstanding invoices and debts are settled in a timely manner.
  • Support marketing campaigns and SANS events to help deliver revenue growth targets.
  • Successfully develop and drive sales plans, using agreed methodologies.
  • Embrace and adhere to agreed sales processes and procedures.
  • Manage and deliver agreed targets, KPI's and other set objectives.
  • Take ownership of the tender process for any prospective customer procurement opportunities when applicable.
  • Define and develop peer and executive relationships with the wider SANS teams.
  • Build and maintain the SANS brand and mission.
  • Carry out additional responsibilities as requested by the Management Team.
  • Translate Cyber Security industry developments into customer driven solutions.
  • Experience in BDM or Sales role working within the Nordic Region Enterprise Sector.
  • Strong influencing and negotiation skills
  • Ability to work well under pressure
  • Excellent interpersonal and presentation skills
  • Ability to align and prioritise multiple demands
  • Self-motivated, tenacious, and resilient in delivering business results and projects
  • Proven track record of delivering against targets in a field sales role
  • Ability to manage change while prioritising workload
  • Ability to work autonomously
  • High level of attention to detail
  • Strong commitment and initiative to winning submissions and developing new relationships
  • Educated to a good general standard
  • Fluency (written and verbal) in at least one Nordic language (Swedish, Norwegian, Danish, or Finnish)
  • Integrity and honesty in all professional dealings
  • Flexible, driven, and self-starting
  • Team-oriented, resilient, and adaptable
  • Strong IT skills, including Microsoft Office
  • Ability to use social media platforms
  • Strong listening skills
  • Ability to build relationships quickly at all organisational levels
  • Proactive, dynamic, commercially aware, and sales-focused
  • Effective stakeholder management
  • High accuracy and attention to detail
  • Initiative and creativity in problem-solving
  • Ability to plan, prioritise, and meet strict deadlines
  • Experience delivering against KPIs and targets
  • Ability to plan, forecast, and report against sales plans
  • Ability to assess customer needs and adapt services accordingly
  • Proven ability to work collaboratively and contribute positively to team morale
  • Ability to communicate effectively at all levels internally and externally
  • Ability and willingness to travel within Europe and to London
  • Full and valid driving licence
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