Business Development Executive
SANS Institute
full-time
Posted on:
Location Type: Hybrid
Location: Greenwood Village • Colorado • United States
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Salary
💰 $65,000 - $70,000 per year
About the role
- Generate and qualify enterprise leads through inbound follow-up and outbound prospecting efforts.
- Build and maintain relationships with prospects by nurturing warm leads and identifying new sales opportunities.
- Manage and maintain a pipeline of qualified prospects, engaging Enterprise Sales Executives for next steps.
- Follow up on inbound marketing leads and assess qualification, delivering appropriate information at each stage of the buyer journey.
- Educate and develop prospects through a consultative approach, leading to effective handoff to Enterprise and Regional Sales teams.
- Participate in customer discovery and consultative sales calls to identify business needs and recommend relevant SANS courses and certifications.
- Profile and research enterprise accounts in collaboration with Senior Sales teams to identify key stakeholders and business requirements.
- Set appointments for Regional Sales teams once leads reach qualified status.
- Drive attendance for webinars, live seminars, and trade events, and schedule meetings associated with these activities.
- Collaborate closely with Sales and Marketing teams on campaign execution and strategic sales initiatives.
- Maintain accurate and up-to-date activity, lead, pipeline, and opportunity data within Salesforce CRM.
- Conduct post-training customer outreach to identify new opportunities and support upsell efforts in partnership with Sales teams.
- Utilize sales intelligence and prospecting tools to identify and refine target accounts.
- Provide weekly reporting to management on lead activity and pipeline status.
- Perform other related duties as assigned.
Requirements
- 7+ years of enterprise and executive-level sales experience (10+ years strongly preferred).
- Proven track record of consistently exceeding sales targets with a strong commitment to client outcomes.
- High ethical standards and professionalism, with the ability to represent both personal and organizational brand effectively.
- Exceptional written, verbal, and presentation skills.
- Experience managing multiple strategic accounts and prioritizing efforts based on revenue potential.
- Strong organizational and time-management skills, with the ability to work independently in a matrixed, geographically distributed environment.
- Proactive, self-motivated approach to identifying and cultivating new business opportunities.
- Strong technical aptitude, including proficiency with Microsoft Office and Salesforce (CRM).
- Working knowledge of basic contracting principles to support negotiations and agreements.
- Collaborative team player with a positive, professional attitude.
- Unrestricted authorization to work in the USA; visa sponsorship is not available.
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
enterprise salesconsultative salespipeline managementlead qualificationsales reportingcontracting principlessales intelligenceprospectingaccount managementclient outcomes
Soft Skills
communication skillsorganizational skillstime-management skillsproactive approachcollaborative team playerprofessionalismpresentation skillsrelationship buildingself-motivatedethical standards
Certifications
SANS certifications