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Enterprise Account Executive

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Sacramento, United States SANS Institute Full time

Summary of Position SANS is looking for a cyber-experienced Enterprise Account Executive (EAE) to join the North America business unit. The EAE is an extremely self-driven and accomplished sales professional able to successfully prospect, hunt, negotiate, & close, in addition to manage and grow top, high potential accounts (primarily comprised of Fortune 500 clientele). The position will require working with clients across the Cyber Talent Lifecycle, implementing strategies to help clients source, develop, and retain cyber talent. As a result, clients will improve their cyber risk, and scale their investments with SANS. The EAE position has an expectation of overachieving quota and will require independent sales work, both on an inside/outside basis conferring with information security, network security and forensics professionals; software development teams; Learning & Development leaders; HR department, talent acquisition heads; and senior and C-level decision makers with budgetary discretion and control. The EAE will report to the Director of Enterprise Sales based in the United States. Primary responsibility is to grow an assigned account book (60-80 customers on average). The account base consists of both existing and greenfield accounts. The EAE will accomplish this by expanding SANS’ existing footprint with new business units & teams while increasing the adoption of SANS product portfolio and leveraging effective known solutions and approaches to create new relationships and revenue generating business across prospect accounts. Key Responsibilities Successfully call on CIO, CISO, CSO, head of engineering, operations, talent acquisition, learning & development and other high-level decision makers in a company Prioritize face to face meetings with both key accounts and target prospects. Identify new business unit and functional areas with strong potential for the SANS portfolio of products Prospect, qualify and secure new customer relationships causing new pipeline and business generation Leverage existing account contacts and account-based marketing resources to position relevant content causing leads and pipeline. Supply marketing business development functions key account and contact information to support lead generation and continually iterate to refine process. Build and maintain a healthy sales pipeline (target 3 x annual revenue goal) of viable new business. Manage and grow existing accounts, and lead strategy to acquire large enterprise, high potential organizations. Prepare and oversee Sales Account Plans required to understand account, engage internal sales resources, and facilitate context for developing strategy and action plans Account Planning will be an iterative process and candidate will work with sales resources and leadership to review and collaborate every 60-90 days to progress approach Adopt and leverage MEDDPICC sales methodology to continually refine and establish the best and highest win probability Team and guide assigned inside sales (ISR) professional on prospecting into assigned accounts, prioritizing ISR actions( joining customer calls, introducing SANS offerings, balancing account research, identifying new opportunities) Team with our business to business (B2B) marketing team. Tailor outreach messages and offers to assigned accounts, aligning content and messaging to key groups Team as an active thought leader and contributor with various SANS teams, sharing learnings from wins, losses, and best practices to accelerate growth Maintain double digit revenue growth, expand client footprint, and increase portfolio adoption across assigned accounts Experience managing large complex enterprise sales. Learn and adapt to SANS’ culture of combining personal talent with generous sharing of intellectual capital, useful tools, assets, and best practices to create, share, and make SANS and its customers more successful Demonstrate deep understanding of assigned customers, and thoughtful plan for growth, mutual success, and advancing SANS’ Mission Basic Qualifications 7+ years’ of Enterprise & executive level sales experience; 10+ years highly preferred. Confident manager with highest ethical standards, proven track record in sales, consistently exceeding targets, caring about client outcomes and representing personal and professional brand 2+ year’s experience in Cyber sales market; 5+ years highly preferred Excellent written, oral communication, and presentation skills Experience working multiple strategic accounts balancing workload based on revenue opportunity and potential Superior organizational and time-management skills able to work autonomously in a heavily matrixed, geographically dispersed team. Strong computer skills, especially with Microsoft Office and Salesforce (CRM) applications Maintain basic contracting fundamentals in support of negotiation and agreement. Able to work independently, self-motivated, operating with high professional conduct and positive, collaborative team attitude. Preferred Qualifications Demonstrated experience in overachieving quota, large enterprise account management and new business pursuit, maintenance and growth of recurring revenue, while expanding new revenue streams Experience increasing portfolio adoption, targeting and gaining audience with key decision makers and connecting client challenges and needs to solutions Ability to be a business-minded and strategic thinker, informing the art of the possible in support of mutually advantageous business objectives Reporting Relationships This position will report to the Director of Enterprise Sales and has no direct reports. Work Environment This is a mainly remote position with expectations to travel to customers and SANS events. 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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