Strategic Account Manager

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November 20

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SANS Institute

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Cybersecurity • Education • SaaS

SANS Institute is a leading organization specializing in cybersecurity training and education, providing a wide range of hands-on courses, certifications, and degree programs aimed at enhancing the skills and expertise of cybersecurity professionals. Founded in 1989, it offers expert-led training sessions globally, alongside resources like webinars and podcasts to support ongoing learning and development in the cybersecurity field. SANS Institute is dedicated to helping individuals and organizations mitigate cyber risks through rigorous training that aligns with industry standards and best practices.

201 - 500 employees

Founded 1989

🔒 Cybersecurity

📚 Education

☁️ SaaS

📋 Description

• Serve as a trusted advisor to USN/USMC cyber workforce leaders, aligning SANS training and certification programs with DoD Cyberspace Workforce Framework (DCWF) roles, readiness initiatives, and emerging mission needs. • Engage in multi-year account planning and capture strategies aligned with program funding and budget cycles; engage with program offices, training commands, and acquisition stakeholders to position SANS ahead of formal RFPs. • Collaborate with SANS training, curriculum, and operations teams to tailor offerings for fleet and Marine Corps units; engage with integrators, resellers, and prime contractors to embed SANS into broader training and readiness programs. • Orchestrate strategic planning, program targeting and maximize sales and revenue gains. • Devise strategies for searching out promising new business opportunities • Deeply understand the customers' mission in the USN/USMC segments by building relationships to develop focused, relevant solutions by leveraging the breadth of SANS resources • Be able to analyze federal budgetary information to discern trends and priorities • Develop understanding of the customers’ terminology, policies, organizational structure, etc. • Identify and coordinate resources to build winning strategies needed to build customer training programs that do not yet exist or are at their very infancy • Identify and map key stakeholders, decision makers, and influencers across the cyber domain • Conduct comprehensive competitive analysis and pricing strategies • As required, recommend partners and teaming arrangements to successfully capture business • Must develop a thorough understanding of the breadth and depth of SANS offerings and resources and be able to apply those to customer challenges • Must develop and write compliant proposals through full spectrum of complexity. • Perform other related duties as assigned.

🎯 Requirements

• 5+ years experience within federal government sales or business development; > 7 years highly preferred • Experience selling into the USN/USMC market. • Excellent written and oral communication skills, including excellent presentation skills • Exceptional ability to represent the company favorably, develop new clients and negotiate with numerous members of other firms • Should have a solid understanding of FAR and DFAR contracting fundamentals • Ability to collaborate with other team members • Highest ethical standards • Strong computer skills, especially with Microsoft Office and Salesforce (CRM) • Must have superior organizational and time-management skills and be able to work autonomously in a heavily matrixed, geographically dispersed team. • Experience working multiple strategic accounts • Proven track record in sales, ability to meet and exceed individual sales targets on a consistent basis. • Unrestricted authorization to work in the USA; visa sponsorship is not available. • Preferred qualifications include: Knowledge of DoD 8140/8570 requirements, NICE Framework, and Navy/USMC cyber workforce development programs is strongly preferred • Reside in the greater WA DC area – not required, but travel to the area is necessary.

🏖️ 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.