Strategic Account Manager, USN​/USMC

About SANS

Founded in 1989, SANS Institute (SANS) began as a cooperative research and education organization. Over the next 25 years, it grew to become the most trusted and widely recognized provider of information security training and certification in the world. Today, SANS has served more than 300,000 cybersecurity professionals around the world, with more than 60,000 earning Global Information Assurance Certification (GIAC) security certifications—the leading certification that provides assurance to employers that their people and prospective hires can do the job.

At the heart of SANS is a community of practitioners, from auditors and network administrators to CISOs, who share their lessons learned and collaborate on solutions to the challenges they face. These experts, working across corporations, government agencies, and universities, come together to support and strengthen the global information security community.

At SANS, our culture is defined by three pillars:
Mission, Brand, and People.

• Our Mission is to hire people who understand the importance fighting against cybersecurity threats.
• Our Brand reflects a commitment to delivering the highest quality training.
• Our People are grounded in a culture of fairness, honesty, customer focus, and a pragmatic approach.

We are seeking a Strategic Account Manager, USN/USMC to join our Public Sector Sales team. This role plays a key part in identifying, qualifying, leading, negotiating, and closing sales pursuits in the federal government market. The successful candidate must be able to prospect and develop opportunities and have the ability to 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, have the ability to craft business solutions for complex business problems, create and forge partnerships for current and new programs.

• 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.

Every SANS employee brings something unique. For this role, we’re looking for candidates with:

• 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…