Business Development - Commercial Sales

About SANS

SANS Institute (SANS) launched in 1989 as a cooperative for information security thought leadership, it is SANS' ongoing mission to empower cyber security professionals with the practical skills and knowledge they need to make our world a safer place. We fuel this effort with high quality training, certifications, scholarship academies, degree programs, cyber ranges, and resources to meet the needs of every cyber professional. Our data, research, and the top minds in cybersecurity collectively ensure that individuals and organizations have the actionable education and support they need.

Join the SANS Team

At SANS, our culture is defined by Mission, Brand, People. Our goal is to hire people who understand the importance of continuing to fight against the cyber security threats (Mission) while delivering the highest quality training (Brand) to our students. We want employees whose personal values align well with our culture of fairness, honesty, customer focus, and pragmatic approach (People).

Summary of Position

We are seeking a Commercial Account Executive to join our team within the Commercial Sales business unit. This position will be responsible for finding, qualifying and closing new business within the mid-market segment (defined as accounts smaller than the Fortune 500). We are looking for an individual who has integrity, tenacity, humility, and desires to pursue excellence. The 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. This position will be located in the SANS Denver sales office.

Key Responsibilities

• Create detailed territory business plans outlining GTM strategy for given territory.
• Accurately forecast revenue attainment to the business during quarterly business reviews.
• 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 firm. Adapts 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.
  
  

Basic Qualifications

• Minimum two years of sales experience in a business-to-business, enterprise/strategic customer segment
• 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
  
  

Preferred Qualifications

• Four-year college degree from an accredited institution
• Selling experience in cyber security

Reporting Relationships

• This position reports to the Sales Manager and has no direct reports.

Work Environment

• This position will report to the Denver Sales office T/W/T and work from home M/F.
  
  

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 class. If, 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.

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The base salary range for this position is between $65,000 - $80,000. Base salary ranges may vary by geographic location and relevant experience, education, certifications, and years of experience. There is no guarantee an offer will be at the top of the posted range based on the salary analysis.

In addition, SANS provides the following benefits:

Medical

Dental

Vision

Short-Term Disability

401(k) with company match

Employee Assistance Program

Supplemental Life Insurance and AD&D

Paid Time Off

Company Paid Holidays

Volunteer Paid Time Off