Senior Business Development Manager

JOB PURPOSE

An exciting role has arisen for a high calibre solution-focused Senior Business Development Manager to join the EU Sales Team driving expansion through existing accounts and new opportunities within the Netherlands. We are seeking a highly driven professional that will need to be comfortable selling data-centric intelligence products and services to new customers within Government, Defence and National Security sectors.

The incumbent will operate as a key component of the European Sales Team, identifying prospects, driving campaigns and new business plans and existing account plans to generate a substantive pipeline that delivers revenue growth (annual contract value) in line with or ahead of personal quotas. In addition to direct sales, the Senior Business Development Manager’s role will also include market expansion through close collaboration and leveraging opportunities within the partner ecosystem.

HOW YOU WILL CONTRIBUTE AT JANES

• You will report to the Senior France and Benelux Territory Lead, on a diverse and complex problem-set that requires analysis of multiple factors within a defined sales framework.
• You will bring Defence digital or intelligence experience, a keen knowledge of Defence’s intelligence and/or digital operating model, an active network, business acumen and an understanding of solution selling.
• You will possess the network to engage with key powerbrokers, influencers and stakeholders and be able to build trusted and enduring relationships across the territory.
• Through the adoption of Janes Sales Methodology and Processes, you will proactively manage your sales pipeline to produce accurate forecasting and, ultimately, new business growth.
• You will work alongside European Business Development colleagues, Customer Success Managers, Product, Marketing and Demand Generation co-workers to create and manage lead-generation and customer outreach action plans within defined segments to identify and deliver new business and growth both near term (12-18 months) and long term (2+ years).
• You will provide insight to customer decision-making through the articulation of Janes Value Proposition.
• You will value the need to take the time to understand the client's individual needs and to tailor solutions to their requirements.
• Travel required within Territory

THE IDEAL SKILLS AND EXPERIENCE FOR THIS ROLE ARE

• Proven sales/business development experience within Defence Industry and National Security environments.
• High level of subject knowledge, expertise and networks within the European Defence Industry and/or National Security sectors.
• Previous experience of interacting with industry partners in the defence community and understanding of their business needs and pipeline/portfolios.
• An understanding of the generic challenges faced by analysts within Defence and National Security sectors.
• Knowledgeable on Defence procurement processes.
• Strong oral and written communication skills. Well organised, flexible, resilient and a positive self-starter mind-set.
• Capability to develop and articulate an understanding of Janes Group UK Limited value proposition.
• Relevant university degree or equivalent combination of education and experience.
• Security Clearance a distinct advantage