Job type full-time
Full job description
Sans institute (sans) was established in 1989 as a cooperative research and education organizationIn the next 25 years it grew to become the most trusted and, by far, the largest source for information security training and security certification in the world reaching more than 300,000 security professionals around the world today, with around 60,000 having been granted global information assurance certification (giac) security certifications – the leading certification that provides assurance to employers that their people and prospective hires can actually do the jobAt the heart of sans are the many security practitioners – from auditors and network administrators to chief information security officers, all sharing the lessons they learn and jointly finding solutions to the challenges they face – in varied global organizations from corporations to universities working together to help the entire information security community.
Join the sans team
At sans, our culture is defined by mission, brand, peopleOur goal is to hire people who understand the importance of continuing to fight against the “bad guys” (mission) while delivering the highest quality training (brand) to our studentsWe want employees whose personal values align well with our culture of fairness, honesty, customer focus, and pragmatic approach (people).
Summary of position
We are seeking a business development manager to join our team within the mission & partnerships business unitThe primary goal of the business development manager is to find, qualify, and close new business and build long-term partnerships with organizations focused on growing the cybersecurity talent pipeline and closing the skills shortage (the “mission”)This individual will work with non-profit organizations, state & local governments, and foundations to pursue funding for cyber reskilling academies and youth cyber education programsThese programs often have a focus on also increasing (1) diversity, equity, and inclusion (dei) in the field as well as (2) representation of military veteransThe bd manager will also work with private sector employers and federal government to fund and build these programs, both individually and in coordination with sans sales teams in these sectorsWe are looking for an individual with experience in partnership-based organizationsThe ideal candidate has integrity, tenacity, humility, and desires to pursue excellenceThe right individual would also be a self-starter who is adaptable, has excellent communication skills, can be relied on, is detailed oriented, and can work well individually or as part of a teamThis is a remote position, so the right individual would need to be comfortable working in a home office settingThe position will require some future travel to support business meetings, conferences, and large customer opportunities, likely less than 25%.
Research and identify partners and prospective organizations to engageFocus on organizations with a mission to increase dei in cybersecurity or representation of veterans in the field
Conduct outreach, calls, and meetings with partners, customers, and prospectsManage and build new relationships and raise awareness of sans mission programs and associated products (e.g., aptitude, cyberstart, sans foundations, academies).
Build business development plan to engage assigned prospects, identify new ones, and achieve revenue goals.
Ability to differentiate sans offerings against those of competition to sans advantage
Close mission program opportunities to achieve 100%+ revenue target attainment.
Collaborate with sans sales to grow partnerships and secure revenue for mission programs.
Work with marketing teams to build collateral to promote mission programsEffectively support campaigns to help deliver revenue targets.
Write proposals for mission programsDeliver presentations to pitch program funders.
Follow and understand the latest trends and developments in cybersecurity, especially regarding talent development
Presentation to drive thought leadership around sans mission to close the cybertalent gap
Identify and pursue opportunities for relationship development with partners and customers (e.g., speaking slot at sans summit)
Participate in meetings to hear from customers and partners to learn about pain points in cybersecurity hiring and talent development
Other duties as assigned
Core skills and behaviors
Building relationships / partnerships / listening / communication / navigating a virtual workspace / values / customer focus / problem solving / influencing / results driven / stakeholder engagement
Skills, experience and education
Must have experience in business development in partnership-based organizations
Minimum three total years of experience in business development, stakeholder engagement, or partnership building
Experience working with government organizations, non-profits, or academia as well as pursuing funding from the private sector and government
Track record of 100%+ revenue target achievement
Proficiency in presenting solutions and understanding of how solutions fit to solve large organizational or workforce challenges
Self-motivated, tenacious, and resilient in delivering business and project results
Ability to network and communicate at all levels, both internally and externally
Experience in it training, education, or technology industry preferred
Global experience a plus
Passion for sans mission to close cybersecurity skills shortage
Four-year college degree from an accredited institution preferred
Crm, ms office, and experience hosting virtual meetings required
Reports to director, mission programs & partnerships
Remote work environment with partner organizations spread across all nAmerica time zonesFlexible work hours as needed.
Equal opportunity employer
Sans is an equal opportunity employer and does not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected classIf, because of a medical condition or disability, you need a reasonable accommodation for any part of the application process, or to perform the essential functions of a position, please contact sans human resources.