Business Development Manager – Defence & Law Enforcement (Poland/CEE)

·       Develop and own the go-to-market and commercial strategy for SANS' Defence and Law Enforcement sector in CEE, identifying priority accounts and routes to growth that support SANS' EMEA objectives. Poland is the initial priority, followed by phased expansion into other key CEE markets.

·       Build trusted relationships with senior leaders across CEE defence, law enforcement and internal security organisations, positioning SANS as a strategic partner in cyber capability development. In Poland, start with MON, the General Staff, the Cyberspace Defence Forces Component Command (DKWOC), operational commands, military universities and defence agencies, and with MSWiA, the National Police Headquarters (KGP), CBZC, the Border Guard and the internal security services.

·       Identify, qualify and secure enterprise training agreements, Cyber Academies and large-scale workforce development programmes across defence, law enforcement and national security organisations in Poland and, progressively, wider CEE, and drive their adoption and expansion in line with customer outcomes.

·       Develop and execute strategic account plans with multi-year growth pathways across commands, agencies and military and police training institutions.

·       Develop relationships with Polish, regional and international defence industry partners (e.g. Polska Grupa Zbrojeniowa and defence primes), systems integrators, NATO-related bodies and ecosystem organisations to extend SANS' reach and generate opportunities.

·       Maintain a comprehensive understanding of the SANS portfolio and translate customer challenges, threats and operational requirements into outcome-focused solutions.

·       Maintain in-depth knowledge of Polish defence, military and law enforcement cyber priorities, budgets, modernisation programmes, procurement (including the Armament Agency), funding cycles (including EU and NATO instruments) and competitors, building equivalent knowledge of other priority CEE markets.

·       Provide accurate pipeline management, forecasting and opportunity reporting in company CRM (Salesforce), in line with SANS business processes.

·       Identify cybersecurity workforce capability gaps across defence, law enforcement and national security organisations in Poland and wider CEE, and shape programmes that support operational readiness, resilience and long-term capability.

·       Work with internal stakeholders to develop scalable approaches to customer requirements, including Polish-language engagement and delivery models meeting local security and NATO interoperability requirements, and support onboarding of new programmes.

·       Provide market intelligence, competitive insight and customer feedback to inform regional strategy, positioning and go-to-market activity.

·       Serve as the primary strategic contact for senior stakeholders across Defence and Law Enforcement accounts in Poland and other CEE markets, ensuring retention and sustainable growth, and conduct regular executive business reviews to demonstrate value, resolve risks and identify further opportunities.

·       Coordinate with Customer Success, Operations and other internal teams to deliver a consistent customer experience.

·       Represent SANS at defence, security and cybersecurity conferences and forums in Poland and across CEE (e.g. MSPO Kielce, Defence24 Days, CYBERSEC) to build relationships, awareness and pipeline.

·       Own assigned revenue targets, KPIs and business objectives, consistently delivering or exceeding agreed expectations.

·       Lead complex procurement, tender and contract activities in line with Polish and other applicable CEE public and defence procurement requirements, working with Legal, Finance, Operations and other teams.

·       Collaborate with the CEE and Nordics business development teams, the wider EMEA team including UK&I Military, and the global SANS organisation to coordinate account strategies, share market intelligence and align customer engagement.

·       Uphold and promote the SANS brand, mission and values in all professional interactions.

·       Travel regularly across Poland and wider CEE, and internationally where required.

·       Undertake other reasonable responsibilities as requested by the Management Team.