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Account Executive, SLED (REMOTE)

SANS Institute Bethesda, MD

  • Expired: October 12, 2021. Applications are no longer accepted.

Account Executive, SLED (REMOTE) SANS Security Awareness (SSA) Bethesda, Maryland

Department SANS Security Awareness (SSA)

Employment Type Employee | Full-Time

Minimum Experience Mid-level

About SANS

SANS Institute (SANS) was established in 1989 as a cooperative research and education organization. In the next 25 years it grew to become the most trusted and, by far, the largest source for information security training and security certification in the world reaching more than 300,000 security professionals around the world today, with around 60,000 having been granted Global Information Assurance Certification (GIAC) security certifications - the leading certification that provides assurance to employers that their people and prospective hires can actually do the job. At the heart of SANS are the many security practitioners - from auditors and network administrators to chief information security officers, all sharing the lessons they learn and jointly finding solutions to the challenges they face - in varied global organizations from corporations to universities working together to help the entire information security community.

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 "bad guys" (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 an Security Awareness Account Executive to join our team within the SLED business unit. The primary goal of the Account Executive is to find, qualify and close new business and build long term partnerships within the North American state and local government or educational institutions market. This individual will also interface with our industry partners to jointly work leads generated by our industry partnerships. 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 is a remote position, so the right individual would need to be comfortable working in a home office setting. The position requires some travel to support business meetings and large customer opportunities, likely less than 25%.

Key Responsibilities

  • Prospects, closes, and grows new business deals within assigned vertical / territory + Works with existing clients, in territory, for add-on product sales and enhancement opportunities + Creates and execute detailed territory business plans outlining GTM strategy for given territory + Manages assigned large renewal clients to retain and grow business + Accurately forecast revenue attainment to the business during quarterly business revues + Achieves 100%+ revenue target attainment + 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 organization + Adapts solutions, as necessary, to ensure appropriate support + Coordinates closely with internal sales engineering, 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 + Provides coaching and professional development to team member sales associates in order to enhance their product knowledge, business acumen, and sales skills + Opportunistically pursues additional business development opportunities within customer firms + Collaborates with sales engineers and manager to ensure these opportunities are effectively covered + Other duties as assigned

Core Skills and Behaviors

Building Relationships / Business Acumen / Listening / Communication / Navigating in a Virtual Environmental / Core Values / Customer Focus / Problem Solving/ Influencing / Results Driven

Skills, Experience and Education

  • Track record of 100%+ revenue target achievement + Minimum three years of sales experience in a business-to-business, services, or software as a service + Proficiency in presenting solutions and understanding of how solutions fit within the larger technical ecosystem in an IT organization + Ability to build relationships and trust with business and technical decision makers + Experience selling to government organizations or universities + Experience working with both small and large client organizations + Four-year college degree from an accredited institution preferred + Experience selling training or cybersecurity solutions preferred + CRM, MS Office, and experience hosting virtual meetings required

Reporting Relationships

Reports to Director of SLED Partnerships with dotted line responsibility to Director of Global Sales, SANS Security Awareness

Work Environment

Remote work environment with customer accounts spread across all N. America time zones. Flexible work hours as needed.

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.

SANS Institute


Bethesda, MD
20814 USA



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