Defense/Intel Business Development Executive

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🕒 Maio 23

🏄 California, Maryland – Remoto

🏄 California – Remote 🦀 Maryland – Remote

💵 $65.000 - $70.000 / ano

⏰ Tempo Integral

🟡 Pleno

🟠 Sênior

💰 Desenvolvimento de Negócios (BDR)

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SANS Institute

SiteLinkedInTodas as Vagas

201 - 500 funcionários

Fundada em 1989

🔒 Cibersegurança

📚 Educação

☁️ SaaS

Cybersecurity • Education • SaaS

A SANS é a fonte mais confiável e de longe a maior para treinamento e certificação em informação e cibersegurança no mundo. Também desenvolve, mantém e disponibiliza, sem custo, a maior coleção de documentos de pesquisa sobre vários aspectos da segurança da informação e opera o sistema de alerta precoce da Internet - Internet Storm Center.

Descrição

• 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.

🎯 Requisitos

• 3+ years of successful experience in B2B sales or business development, preferably in cybersecurity, IT, or federal/defense markets. • Exceptional communication skills, both oral and written, coupled with excellent listening skills and a positive and energetic phone presence. • Extremely self-motivated with a diligent work ethic. • High level of integrity and strong commitment to building a successful company. • Ability to work independently as well as part of a team in a fast-paced environment. • Adept computer skills, including proficiency with Microsoft Office, Word, Excel, PPT & CRM. • Familiarity with DoD organizational structure, military ranks, and federal procurement processes. • Unrestricted authorization to work in the USA; visa sponsorship is not available.

🏖️ Benefícios

• 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.