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).
Due to sans rapid growth in the federal marketplace, we are seeking to add strategic account managers and business development managers to our team.
The primary goal of the strategic account manager is to support and grow our top-tier clients through strategic account planning, quarterly business reviews with clients and having a solid understanding of the cyber security training marketplaceThe candidate must be extremely proficient at initiating, building and maintaining relationships within organizations and be comfortable in presenting to c-level decision makers.
The primary goal of the business development manager is to qualify and close new business within the federal spaceAligned accounts will be a mix of current customers that we are looking to grow, former customers we are looking to reengage and new clients we are looking to introduce to sansWe are looking for an individual who 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 team.
These positions will be primarily remote, but travel may be required to client sites as warranted.
Create detailed territory business plans outlining gtm strategy for given territory
Accurately forecast revenue attainment to the business through proper use of salesforce crm
Achieves 100%+ revenue target attainment
Prospecting and cold calling into targeted list of accounts
Proactively qualifies the business solution required to address customer requirements, assesses customers’ met and unmet needs, and recommends solutions that optimize value for both the customer and the firm.
Secures input from all necessary solution stakeholders within the customer firmAdapts solutions, as necessary, to ensure appropriate support.
Coordinates closely with internal sales support, product management, product marketing and service resources to align solution design with customers’ business requirements.
Secures from business stakeholders commitments needed to ensure a deal’s closure
Opportunistically pursues additional business development opportunities within customer firms.
Other duties as assigned
Required skills and abilities:
Track record of 100%+ revenue target achievement
Proficiency in prospecting into new accounts, including cold calling
Ability to present solutions via web conference, and advancing the sales remotely
Ability to qualify opportunities into the pipeline, as well as out of the pipeline to prioritize time and resources
Ability to build relationships and trust with business and technical decision makers
Ts/sci clearance required
Minimum two years of sales experience in a business-to-business, enterprise/strategic customer segment
Federal sales experience highly desired – mandatory for strategic account
Selling experience in cyber security preferred
Four-year college degree from an accredited institution preferred
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.