Job Information
SANS Institute Commercial Sales Representative (Hybrid) in Greenwood Village, Colorado
About SANS
SANS Institute (SANS) was established in 1989 as a cooperative research and education organization. In the subsequent 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 network administrators, penetration testers, and incident responders 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 to government agencies, all 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 those who use a pragmatic approach to solving problems (People).
Summary of Position
SANS Institute, the global leader in information security training, seeks an extremely self-drive inside sales professional to successfully cultivate leads and close sales in the North America Enterprise market. Retain existing customer revenue and cultivate new customers across multiple potential industries (Financial, Technology, Healthcare, Manufacturing, etc.). The position will report to NA Inside Sales Director, based in the United States. The customer sales are made primarily from the inside, with occasional Inside Sales Rep travel to SANS/3rd Party Events for customer interaction. This sales position will lean more toward inside, transactional opportunities, and a higher volume of transactions. The annual quota is estimated to be $1M+ depending on final Account assignments. All inside sales team members will be virtually based across North America. Some of the more strategic sales opportunities will be referred to outside sales.
Key Responsibilities
Sells directly to commercial accounts in the NA Enterprise market.
Assists SANS largest customers with their workforce management and voucher consumption.
Participates in consultative customer sales calls which identify customers’ needs and initiatives and recommends specific SANS courses and certifications.
Executes Inside sales team’s telemarketing and email marketing campaigns into both existing customer and potential new prospect accounts.
Qualifies inbound leads and passes them to assigned account managers as required.
Records and logs all customer communication, pipeline, tasks, leads, opportunities and forecasts as required in Salesforce CRM.
Produce accurate sales revenue forecasts for month, quarter and year.
Scout and identify upselling opportunities among existing clients.
Develop and maintain a good working relationship with customers to promote the growth of the business.
Ensure sales pipeline consists of qualified leads and opportunities.
Ensure that sales policies, regulations, and procedures are maintained.
Maintain KPI measurements on your inside sales performance.
To achieve assigned revenue target by selling PTC’s complete line of software training and consulting to product development companies.
Drive bookings and revenue, including individual quota attainment.
Build and maintain direct relationships with customers, taking responsibility for their satisfaction.
Articulate critical capabilities of SANS training products.
Provide an insightful business forecast, assess pipeline strength, and identify key prospects.
Answer incoming calls and e-mails in relation to sales questions.
Other responsibilities as assigned.
Basic Qualifications
Bachelor’s degree and 2+ years related technology, inside sales experience.
Verifiable sales quota achievement in a highly similar inside sales role.
Experience working in a virtually-based Inside Sales Team in North America.
Knowledge of the Information Security, Software and/or Training Markets is ideal.
Proficient in Word, Excel, PPT, and CRM i.e. Salesforceor similar.
Strong written, negotiation, persuasion skills, and value proposition articulation.
Comfortable working in ambiguity; ‘can do’ attitude.
Adept in time management and weekly reporting of sales results.
Ability to occasionally travel to large company conference events.
Reporting Relationships
This person reports to the Director of Commercial Sales.
Work Environment
This is a hybrid role and will require 3 days in the office once training is complete.
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 $60,000-$70,000. 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 - Inside Sales
Employment Type
US Employee | Full-Time
Minimum Experience
Mid-level
Compensation
$65,000