SANS Institute

Product Manager

• Define and own the multi-year product strategy for GIAC certifications and assessments, aligned to broader organizational goals.
• Identify market opportunities, competitive dynamics, and learner needs to inform product direction.
• Lead the end-to-end product lifecycle from discovery and definition through launch and iteration for all certification and assessment products.
• Translate learner, employer, and industry insights into clear product requirements and success metrics.
• Create and maintain the GIAC product roadmap, ensuring it reflects business priorities, learner needs, and industry trends while communicating progress and tradeoffs to senior stakeholders.
• Own and manage the product backlog, partnering directly with engineering teams to groom, prioritize, and sequence work that delivers the highest impact.
• Partner with psychometricians, exam developers, and range and lab platform technology teams to ensure certification and assessment products meet rigorous standards for validity, reliability, and fairness.
• Define and monitor KPIs to measure product health and drive continuous improvement.
• Serve as the lead product management authority on the certification and assessment landscape, including industry trends, credentialing standards, and competitor offerings.
• Build strong relationships with key internal stakeholders across GIAC business leadership, curriculum, sales, marketing, and product development.
• Engage directly with customers, employers, and the broader cybersecurity community to deepen understanding of market needs.

Principal Product Manager

• Provide product thought leadership by identifying critical customer requirements and defining business goals to expand and enhance range and lab platform capabilities.
• Define and own the product vision, strategy, and roadmap for SANS lab delivery across all training programs.
• Establish a scalable lab platform strategy that supports diverse course requirements and future innovation.
• Work closely with engineering and development teams to plan, prioritize, and deliver lab platform enhancements and new capabilities.
• Define and track key performance indicators (KPIs) for lab quality, reliability, scalability, cost efficiency, and student experience.
• Lead continuous improvement initiatives to enhance performance, availability, and learner outcomes.
• Partner with operations and support teams to optimize lab provisioning, delivery, and troubleshooting processes.
• Partner with enterprise customers, government agencies, and cyber leaders to define range-based exercise requirements.
• Own the product vision and roadmap for lab delivery, with a focus on improving Learner experience and usability Instructor tools and orchestration capabilities.
• Automation of lab provisioning.
• Integration with LMS, certification systems, and reporting tools.
• Own the product vision and roadmap for the ranges.io platform, driving development to globally support hands-on training, enterprise and government simulations, performance-based assessments.
• Evaluate emerging technologies (cloud infrastructure, containerization, virtualization, AI-driven simulation) to advance range and lab automation.
• Perform other related duties as assigned.

Senior Product Manager

Business Development Rep

• Generate leads (through qualifying inbound marketing leads or outbound sales prospecting) and build relationships by nurturing warm prospects and finding new potential sales outlets.
• Manage and maintain a pipeline of interested prospects and engage Defense/Intel Sales Executives for next steps.
• Identify best practices to refine SANS Institute’s lead generation playbook.
• Follow-up on inbound marketing leads and identify qualified opportunities providing appropriate levels of information at the right time for interested prospects.
• Be responsible for educating and developing prospects leading to hand-off to the Defense/Intel sales team.
• Participate in consultative customer sales calls to identify customers’ needs and initiatives to recommend specific SANS courses, GIAC certifications, and DoD 8140/DCWF-aligned training pathways.
• Profile federal and defense accounts identifying key individuals together with Defense/Intel Sales Executives, researching and obtaining business requirements and presenting solutions to start the sales cycle.
• Set appointments for the Defense/Intel Sales Executives when a lead reaches a qualified stage.
• Nurture new marketing leads by educating and developing prospects until they are ready to speak with the Defense/Intel Sales Executives.
• Drive attendance for webinars federal-focused events (AUSA, DoD training conferences, SANS events targeting military audiences); set meetings and manage logistics for event-based outreach.
• Collaborate with the DoD Sales and Marketing teams on strategic sales approaches.
• Must be proactive in identify new commands, units, or agencies within the Defense/Intel portfolio to drive company growth.
• Contact customers and prospects, working in conjunction with the marketing & sales teams on specific campaigns.
• Regularly conduct calls with customers upon their completion of training, with a view to generating new leads and identifying upselling opportunities in conjunction with the Defense/Intel Sales team.
• Ensure successful follow through of the sales cycle by maintaining accurate activity and lead qualification information in Salesforce CRM.
• Record and log all customer communication, pipeline, tasks, leads and opportunities & forecasts as required into Salesforce CRM.
• Utilize various sales tools for identification and refining of target prospects.
• Report to the Director, Defense/Intel Sales about BDE leads on weekly basis.
• Perform other related duties as assigned.

Defense/Intel Business Development Executive

Analyst

• Triage and analyze incoming defects identified by Quality Control testers to determine remediation action during production
• Work closely with Quality Management team to provide daily status updates on issues and keep team informed on potential delays or roadblocks
• Audit video and audio segments to determine where edits can be made in course content and communicate this to Course Developers
• Review animation inserts to determine if the content flows correctly where insertion is requested and communicate with asset capture to resolve issues
• Verify defect fixes to make sure they are done to specified requirements
• Triage and verify package change content
• Escalate content issues to management as needed when other SANS teams need to perform fixes
• Collaborate with internal teams to provide feedback about defects and opportunities to prevent them in future projects
• Assist with data collection for training and improving Quality Tester performance
• Track and update daily production task dashboards
• Serve as backup for the Quality Supervisor by coordinating and executing course release activities when required
• Perform other related duties as assigned.

Quality Control Analyst

Marketing Operations

• Build and operationalize a full-funnel pipeline generation and progression model from awareness through expansion, tied directly to revenue and bookings outcomes
• Develop multi-touch attribution models and a single source of truth reporting foundation across the lead-to-opportunity lifecycle
• Define and track KPIs across conversion, velocity, and pipeline source in partnership with RevOps, Marketing, and Finance
• Translate complex data into actionable insights that connect marketing activity to business outcomes
• Own end-to-end lead lifecycle: routing logic, scoring models, rules of engagement between Marketing and Sales, and handoff quality
• Serve as the key integration and escalation point across teams, resolving conflicts and ensuring GTM alignment globally
• Optimize the full marketing technology stack, governing utilization, integration, and ROI across all tools
• Help set-up and execute programs targeting our ICPs, establishing account-level visibility by integrating CRM, marketing automation, and usage data
• Drive data hygiene, enrichment, governance, and operational excellence across the marketing and revenue tech stack
• Audit existing technology investments; retire tools not delivering measurable value; evaluate emerging platforms and AI tools with rigor
• Lead, mentor, and develop a high-performing marketing operations team across analytics, data strategy, orchestration, tech, and email disciplines.

Director of Global Marketing Operations

Video Editor

• Partner with Brand and Content teams to execute a cohesive global video strategy aligned to brand, community, and campaign goals
• Translate briefs into clear creative direction—defining visual style, storytelling approach, structure, and overall feel
• Lead concept development from brief through pre-production, including storyboards, shot lists, and production plans
• Recommend content formats, channels, and distribution strategies (e.g., YouTube, social, events) to maximize impact
• Plan and oversee video production for events, coordinating with internal teams and external partners
• Manage freelancers, agencies, and ongoing video budgets
• Champion adoption of emerging and AI-assisted production tools across the organization
• Shoot and produce video content across formats in a hands-on capacity
• Conduct on-camera interviews with instructors, executives, and subject matter experts
• Manage all aspects of production, including equipment, lighting, audio, and logistics, ensuring consistent quality
• Edit and deliver end-to-end video content across formats, balancing speed and quality
• Create motion graphics and animation independently
• Leverage AI tools (e.g., Descript, Canva, Frame.io) to streamline workflows and collaboration
• Produce final assets optimized for multiple channels, including captions, thumbnails, and platform-specific formats
• Record, edit, and produce podcast and webcast content end-to-end
• Ensure high audio quality across remote and on-site recordings
• Repurpose audio content into short-form video and social assets
• Maintain organized asset libraries and production archives
• Collaborate with Brand, Design, and cross-functional stakeholders
• Track content performance and apply insights to future work
• Support production planning, timelines, and budgets
• Coordinate external partners, ensuring quality and timely delivery
• Perform other related duties as assigned.

Principal Product Manager

Senior Product Manager

Defense/Intel Business Development Executive

Quality Control Analyst

Director of Global Marketing Operations

Video Editor, Multimedia Producer