Strategic Account Manager, Civilian Agencies Remote

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

The Strategic Account Manager - Civilian Agencies identifies, qualifies, leads, negotiates, and closes sales pursuits in the federal government market. The successful candidate must be able to prospect and develop opportunities and could differentiate the value of our offering in a competitive environment. The Strategic Account Manager will assist in the preparation of accurate and timely sales forecasts, can craft business solutions for complex business problems, create and forge partnerships for current and new programs.

Key Responsibilities

• Work within the Civilian Accounts.

• 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 federal civilian market segment 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.

• Operate effectively in a heavily matrixed, geographically dispersed team.

• 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.

Basic Qualifications

• Proven track record in sales, ability to meet and exceed individual sales targets on a consistent basis.

• Excellent written and oral communication skills, including excellent presentation skills.

• Experience working multiple strategic accounts.

• Exceptional ability to represent the company favorably, develop new clients and negotiate with numerous members of other firms.

• Must have superior organizational and time-management skills and be able to work autonomously in a heavily matrixed, geographically dispersed team.

• Must have 5 or more years' experience within federal government sales or business development; > 7 years highly preferred.

• Strong computer skills, especially with Microsoft Office and Salesforce (CRM)

• Should have a solid understanding of FAR and DFAR contracting fundamentals.

• Highest ethical standards

Reporting Relationships

This position will report to the Sales Manager for Civilian and Federal Contractors. This position does not have any direct reports.

Work Environment

Remote work environment. Work hours required along with the ability to work US/EST business hours. This position would require 20-30% travel.

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.

In addition, all qualified applicants with arrest or conviction records will be considered for employment.

California residents for SANS privacy notice for California job applicants

The base salary range for this position is between $100,000 and $140,000. The compensation package for this position is a base salary plus commission. 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

Department

Business Development - Federal Sales

Employment Type

US Employee | Full-Time

Minimum Experience

Experienced

Compensation

$100,000-$140,000