Partner with Core Account Executives to identify and close Security Awareness and Workforce Training opportunities within aligned accounts.
Prospect and develop greenfield/net new opportunities.
Create detailed territory account plans outlining go-to-market strategy.
Accurately forecast revenue attainment.
Achieve individual revenue quota.
Proactively qualify business solutions required to address customer requirements, assess customers met and unmet needs, and recommend solutions that optimize value for both the customer and the firm.
Articulate the value proposition of SANS Security Awareness and Workforce Training products and help customers understand how these solutions improve their organization's security posture and reduce human risk.
Coordinate closely with internal sales support, product management, product marketing, and service resources to align solution design with customers' business requirements.
Secure commitments from business stakeholders needed to ensure deal closure.
Opportunistically pursue additional business development opportunities within customer accounts.
Maintain accurate and thorough records for customer calls, emails, notes, tasks, demos, and other relevant information in Salesforce.
Perform other related duties as assigned.

Requirements

You must be a current employee of the SANS Institute to be eligible for this position.
Minimum two years of sales experience in a business-to-business environment.
Familiarity with SANS Security Awareness and Workforce Training products and experience selling them.
Full-cycle sales experience from prospecting through close.
Proficiency in prospecting into new accounts, including cold calling.
Ability to present solutions via web conference and advance the sale 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.
Excellent verbal and written communication skills.
Unrestricted authorization to work in the USA; visa sponsorship is not available.
Preferred qualifications include: Selling experience in cybersecurity. Four-year college degree from an accredited institution.

Benefits

Competitive base salary, bonus opportunities, and a 401(k) plan with company match.
Robust medical, dental, and vision plans; company-provided short term disability; optional long-term disability, supplemental life and AD&D insurance for employees and dependents; voluntary benefits including accident insurance and identity theft protection; fitness and wellness programs; and a company paid employee assistance program (EAP).
Generous paid time off, including volunteer time.
Access to professional development and SANS training opportunities.

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

sales experiencefull-cycle salesprospectingcold callingrevenue forecastingcustomer qualificationsolution presentationaccount planningSalesforce

Soft Skills

relationship buildingtrust buildingcommunication skillsorganizational skills

Certifications

four-year college degree