Opportunities from SANS Institute Careers (Pinpoint)

To be responsible for increasing revenue and market share in KSA, through the SANS product portfolio, by driving the KSA commercial and enterprise account base, identifying and pursuing new critical contracts from prospect to partner in accordance with the SANS brand, values and mission statement.

Business Development

• Responsible for acquiring new SANS customers from a specified target customer list.
• To fully understand the SANS portfolio to generate quality opportunities, differentiating our offerings against those of our competitors.
• To follow and understand the latest trends and developments in the Cyber Security industry.
• To effectively articulate the SANS business strategy & that of the wider SANS brand.
• To conduct face to face meetings with prospective customers (when appropriate and safe to do so).
• Responsible for forecasting sales on a monthly basis in line with business CRM processes.
• Represents SANS, translating Cyber Security industry developments into customer driven solutions.
• On-Board newly acquired customers.

Sales Administration & Process

• To monitor payment of customer invoices ensuring outstanding invoices and debts are settled in a timely manner.
• Support marketing campaigns and SANS events to help deliver revenue growth targets.
• To successfully develop and drive sales plans, using agreed methodologies.
• To embrace and adhere to agreed sales processes and procedures.

Other

• To manage and deliver agreed targets, KPI's and other set objectives.
• To take ownership of the tender process for any prospective customer procurement opportunities when applicable.

To define and develop peer and executive relationships with the wider SANS teams.

To build and maintain the SANS brand and mission.

Carry out additional responsibilities as requested by the Management Team.

Essential

• Proven experience in a field-based Business Development/Sales role ideally working within Government, Military or Commercial Sectors.
• Educated to degree level or equivalent.
• Ability to communicate, verbally and written, in English.
• Strong influencing and negotiation skills
• Works well under pressure.
• Excellent interpersonal and presentation skills.
• Able to manage change, whilst aligning and prioritising multiple demands.
• Self-motivated, tenacious and resilient in delivering business results and projects.
• Strong influencing and negotiation skills.
• Strong IT Skills, including experience of working with Microsoft Office products.
• Able to use social media platforms.
• Proficient in managing customers using a CRM systems.
• Proven track record of delivering against targets within a field sales role.
• Personable and capable to motivate the achievement of sales targets in a team effort.
• Self-motivated, tenacious and resilient in delivering business results and projects.
• Ability to plan, forecast and report against sales plan and targets.
• Good levels of accuracy and attention to detail.
• Ability to use initiative and creativity to resolve problem.
• Experience of working to deliver against KPIs and targets.
• The ability to plan and prioritise own workload and work to strict deadlines.
• Ability to plan, forecast and report against sales plan and targets.
• Decisive and forward thinking, with strong vision and strategic capability.
• Evidence of ability to explore customers’ needs and adapt the service accordingly to ensure delivery of a quality service.
• Excellent interpersonal, communication and presentation skills.
• Proven ability to work as a team member and the ability to contribute to building team morale as an active member of the team.
• Ability to network and communicate at all levels both internally and externally.
• Flexible with a willingness to travel.
• Be willing to work unscheduled hours when required.
• Willing and able to travel as required, to meet business needs.
• A full and valid driving licence.

Desirable

• Fluency in an additional language.
• Competent in using Salesforce, LinkedIn and Tableau.
• Knowledge of the Cyber Security sector.
• Experience of selling in the Cyber Security sector.