Business Development Manager – Defence (Cyber & Digital)

About the role

Nortal is looking for an experienced Business Development Manager to accelerate growth in the Finnish defence sector. The role focuses on generating and converting pipeline for cyber and digital services, primarily through the Ministry of Defence, Finnish Defence Forces and the defence prime‑contractor ecosystem.

Key responsibilities

• Identify, originate and develop new business opportunities across defence programmes, with a focus on cyber and digital services.
• Build and leverage relationships with prime contractors, operating through subcontracting routes to market.
• Engage key stakeholders in the Ministry of Defence and individual services to understand programme structures, procurement routes and funding dynamics.
• Progress opportunities from early engagement to closed revenue, collaborating with internal bid and delivery teams as needed.
• Represent Nortal at industry events, conferences and forums to strengthen market presence.
• Develop long‑term, trusted relationships with partners and customers to drive repeatable opportunity flow.
• Work cross‑functionally to shape compelling, differentiated propositions aligned to client needs.

Required profile

• Proven ability to generate and convert pipeline as an individual contributor.
• Established network in the Finnish defence ecosystem, including relationships with primes, the Ministry of Defence and industry bodies.
• Minimum 5 years of experience in the IT services sector, with a focus on defence, digital services and/or cyber.
• Previous work experience in the Finnish Defence Forces or a closely related defence organisation.
• Strong understanding of routes to market, especially subcontracting through prime contractors.
• Active presence in the defence community and engagement with industry organisations.
• Strong commercial acumen to progress and close complex opportunities.

Required skills