Senior Account Executive (SAE)

A Consultative Sales Role for SANS Security Training

About the Job

The global leader in cybersecurity training seeks an extremely self-driven and accomplished sales professional to successfully sell our broad array of technical courses and training products to new and existing Enterprise (e.g. Fortune 500) customers. The sales leader will report to the company’s two North American Enterprise Sales Directors based in the United. Primary responsibility is to grow the assigned accounts (50-70 customers, >$2B revenue) by expanding our client reach in top accounts, and penetrating large, named, prospect accounts.

The position will require independent sales work, both on an inside/outside basis conferring with information security, network security and forensics professionals; software development teams; Learning and Talent Development leaders; HR department heads; and senior and C-level decision makers with budgetary discretion and control. The ideal candidate will:

• Successfully call on CIO, CISO, CSO, head of engineering or operations and other high-level decision makers in a company
• Prospect, qualify and secure new customer relationships with IT, OT and IT/OT clients
• Focus on new business generation by generating leads and building and maintaining a healthy sales pipeline (3 x annual revenue goal) of viable new business
• Manage and grow 50-70 accounts, composed of 10-20 top accounts, with remainder of accounts being large enterprises who do not yet spend with SANS
• Prepare and oversee Sales Approach Plan. Document and execute growth plan for assigned accounts. Prepare and host progress calls w SANS leadership every 60 days.
• Team and guide inside sales professional on prospecting into assigned accounts with little/no current business with SANS. Help determine which accounts are prioritizes, and target contacts. Join customer calls to introduce SANS offerings and explore opportunities.
• Team with our business to business (B2B) marketing team. Tailor outreach messages and offers to assigned accounts, target niches.
• Manage customer proposals, RFP responses, and build strategic partnerships with clients
• Execute Solution/Consultative Selling leading to significant ($2M ) annual revenue streams
• Demonstrate a sales leadership role in developing and executing business development and lead generation initiatives in both established and new market segments for SANS
• Close on customer proposals that will generate significant new revenue and profitability
• Team as an active thought leader and contributor in various SANS teams, including the North American Enterprise (NAE).
• Establish deal sizes ranging from $100K to $250K or higher based on customer’s training needs, with an overall quota of $2-5M.
• Exude confidence and trust and operate in a manner that supports SANS’ broader mission.
• Promote and help other SANS business unit growth. Introduce Awareness, Graduate School, Worfforce Development capabilities, etc. offerings to customers.
• Demonstrate thought leadership in continuous learning, cyber security, and workforce development at conferences and social media.
• Attend SANS and industry conferences as SANS ambassador. Introduce SANS’ range of capabilities and offerings and advise clients and conference attendees how SANS can help.
• Learn and adapt SANS’ culture of combining personal talent with generous sharing of intellectual capital, useful tools, assets and best practices in order to create, share, and make SANS and its customers more successful.
• Prepare and host portfolio review calls, aka A3 reviews. Share opportunities, challenges, and growth roadmaps to Senior SANS leadership. Demonstrate deep understanding of assigned customers, and thoughtful plan for growth, mutual success, and advancing SANS’ Mission.

Qualifications:

• Bachelor’s degree
• 3 years of verifiable sales quota achievement with highly similar job experience supporting large complex accounts, programs, and client solutions in industry segments relevant to role
• Experience interfacing and interacting with stakeholders and decision-makers that bridge enterprise-level Information Technology (IT).
• Demonstrate aptitude and capability to learn technical and industry-specific subject matter
• Demonstrable knowledge of Information Security technologies and best-practices, Software and/or Education/Training Markets is ideal
• Networking and Security certifications/credentials a plus (e.g. GIAC, etc.)
• Proficient in Word, Excel, PowerPoint, and CRM (i.e. Salesforce.com or similar)
• Strong spoken, written, negotiation, persuasion skills, and value-proposition articulation
• Comfortable working in ambiguity; strong individual contributor with a ‘can do’ attitude
• Adept in time management and weekly reporting of sales results and opportunities
• Capability to travel to company conferences and third-party events (at least 4/year), while also conducting in-person engagements with customers as appropriate and necessary.
• Work from home office productively

Location – U.S. – major airline hub preferred.

Compensation – Dependent on candidate’s sales experience and scope of the specific sales role

EOE, including disability/vets.