Business Development Manager- NATO

Janes empowers military, government, and defence leaders to act with confidence in an increasingly complex world. Our trusted defence, security, and geopolitical information delivered through seamless digital platforms and system integrations—turns overwhelming data into clear, actionable intelligence and insight. By filling critical information gaps, Janes helps customers analyse threats, accelerate decisions, and stay ahead of emerging challenges

How you will contribute at Janes:  

• Engage globally with (senior) stakeholders (both internal and external), building trusted and effective long-term relationships, resulting in positive business outcomes and high customer satisfaction
• Generate &maintain a substantial sales pipeline directly with NATO, using core sales processes to produce revenue in line with annual quota
• Ensure accurate forecasting, pipeline management (incl. key account planning) and other sales processes/infrastructures are established
• Create and manage ‘lead generation action plans’ within defined segments (e.g. directly with NATO and member nations, alongside national country account managers) to grow new business, through creating and qualifying upsell/cross sell opportunities
• Provide insights towards customer decision-making, through sector and extensive product knowledge
• Articulate and position the Janes unique value proposition (see features, functions, benefits & through competitive analysis knowledge)
• Develop an understanding of business, financials, products and services and account needs
• Develop an understanding of core sales processes in complex engagements, directly and with business partners (e.g. prime contractors, system integrators and/or strategic partners)
• Answering customer questions/requests based upon interpreting facts, developing recommendations, or resolution of issues – analytical and problem-solving mindset

The ideal skills and experience for this role are:  

• Significant sales/business development track record in B2B environments 
• Previous experience in the Defence and/or the Intelligence community is mandatory
• Proven experience of successfully selling into the NATO community (e.g. from cold call to closure)
• Capability to develop an understanding of Janes Group value proposition, product and service offerings, and core sales processes
• Demonstrates a good understanding of defence & security as well as adjacent markets
• Highly-developed communication skills (speaking & writing), with English as a mandatory requirement, and other regional language skills seen as a distinct advantage (e.g. Dutch, French)
• Has developed a high-level industry expertise and active network within the NATO community
• Familiarity with government and/or national security intelligence processes, especially in the ‘C4ISR’ capability area, and an understanding of the generic challenges faced by intelligence analysts
• Has an entrepreneurial mindset in pro-actively overcoming business challenges through a problem-solving mindset (e.g. out-of-the-box thinking)
• Has a developed C-level soft-skill profile (e.g. presentation skills, negotiation skills, conflict resolution skills)
• Preferably has an active NATO security clearance
• Up to 50% travel required(e.g. being at the customer site) 

Life at Janes

We believe Janes is truly a great place to work. Our values and leadership code drive everything we do, and we understand that the right behaviours and culture will always result in the best outcomes for our customers, our colleagues, our shareholders, and our business. We provide a supportive, stretching, and dynamic environment with the ability for you to grow rapidly, both personally and professionally.

Janes is an inclusive and equal opportunities employer and encourages applications regardless of age, race, disability, religion / belief, sexual orientation, gender reassignment, marriage or civil partnership, pregnancy/maternity, or gender.

Although this role is advertised as full time, Janes believed that flexibility at work can provide many significant benefits both to our colleagues and the business. We already work in a hybrid style across all offices and regions and can support different ways of working and offer different flexible working arrangements. So, if you are interested and have any requirements or needs in the way you would like to work, please apply, and speak to us about this.  We will always consider part time or flexible applications

Job Applicants - Privacy Policy

Know your rights document