Senior Business Development Manager - DACH

Job Description

Janes enables militaries, governments, and defence companies to make critical decisions. Our expert-driven tradecraft, developed over 120 years, combined with human-machine teaming, delivers assured open-source intelligence across military capabilities and order of battle, equipment, events, countries, companies, and markets.

Linking millions of assured data points, Janes data model creates a framework of interconnected open source defence intelligence. This allows our customers to integrate all relevant data and connections into a single intelligence environment to deliver a more complete and accurate answer. Using Janes, our customers can use their scarce resource more effectively, to get to better decisions with higher confidence, more quickly.

Job purpose

A challenging and exciting role has arisen for a solution-focused Senior Business Development Manager on the DACH Sales Team at Janes selling data-centric intelligence products and services to customers within DACH Government, Defence and National Security sectors.

Working remotely the incumbent will operate as a key component of the European Sales Team, identifying prospects and openings to create business development plans and opportunities that deliver revenue in line with or ahead of personal quotas.

The Senior Business Development Manager’s overriding purpose is to generate a substantive sales pipeline that delivers growth (annual contract value) for Janes within the DACH Defence & National Security environment.

HOW YOU WILL CONTRIBUTE AT JANES

• You will report to the Executive Director of Europe, 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 an assigned group of customer accounts.
• Through the adoption of Janes Sales Methodology and Processes, you will proactively manage your sales pipeline to produce accurate forecasting and, ultimately, account 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 action plans within defined segments to identify and deliver new business and growth by maximising upsell and cross-sell opportunities.
• 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 able to tailor solutions to their requirements.

Requirements

THE IDEAL SKILLS AND EXPERIENCE FOR THIS ROLE ARE

• Proven sales/business development experience in DACH Defence and/or National Security environments.
• High level of subject knowledge, expertise and networks within the DACH Defence and National Security sectors.
• Understanding of the DACH Intelligence cycle and processes, especially in the ‘C4ISR’ capability areas.
• An understanding of the generic challenges faced by analysts within DACH Defence and National Security sectors.
• Knowledgeable on DACH Defence procurement processes.
• Strong communication skills, well organised, flexible, resilient and a positive 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.
• Fluent in both German and English