Business Development - Federal Sales

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.

Why SANS?

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.

What You'll Achieve at SANS

We are seeking a Department of Defense Sales Manager to join our Public Sector Sales team. This role plays a key part in driving the success of the Federal Sales Team and is responsible for leading, motivating, and managing a team of sales professionals to achieve sales targets within the Department of Defense, Federal Civilian Government, and Federal Contractor markets. They will collaborate closely with the Director to develop and implement effective sales strategies, ensure seamless execution of sales processes, and foster relationships with key stakeholders.

As a Department of Defense Sales Manager, you will:

• Team Leadership: Lead, mentor, and develop a team of federal sales professionals. Set and monitor performance goals, provide coaching and training, and ensure the team is equipped with the necessary skills and resources to succeed.
• Sales Strategy and Execution: Work with the DFS&M to create and implement sales strategies that align with organizational objectives. Monitor and analyze sales performance, adjust strategies as needed, and report results to leadership.
• Sales Pipelining and Forecasting: Maintain a deep understanding of sales pipelining and forecasting techniques. Accurately predict sales outcomes and develop plans to achieve targets.
• Customer Engagement: Develop and maintain strong relationships with key stakeholders, decision-makers, and influencers within the federal market. Understand customer needs and provide tailored solutions leveraging SANS resources.
• Territory Planning: Develop and manage territory plans to maximize market penetration and identify new business opportunities. Collaborate with marketing and capture resources to execute strategic initiatives.
• Process Improvement: Ensure the sales team effectively utilizes existing business systems and processes. Proactively seek opportunities to improve sales operations and drive efficiencies.
• Competitive Analysis: Conduct comprehensive competitive analysis to inform pricing strategies and identify areas for growth. Recommend partners and teaming arrangements to enhance business capture efforts.
• Ethical Standards: Uphold the highest ethical standards in all business activities. Foster a culture of integrity, accountability, and teamwork within the sales team.
  
• Perform other related duties as assigned.

What We're Looking For

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

• Minimum of 5 years of experience in federal government sales, business development, and marketing.
• Minimum of 3 years of experience leading sales teams with a proven track record of success.
• Strong understanding of federal acquisition and procurement cycles, including FAR and DFAR contracting fundamentals. Familiarity with leveraging third parties and government-wide acquisition contracts.
• Demonstrated ability to lead and inspire a sales team, drive results, and manage multiple priorities in a fast-paced environment.
• Ability to operate effectively within a geographically dispersed team and a heavily matrixed organizational structure.
• Hands-on experience with CRM systems is essential, with Salesforce serving as a critical requirement for success in this role
• Superior organizational and time-management skills
• Excellent written and verbal communication skills
  
• Must be able to work independently with minimal guidance, demonstrating sound judgment and decision-making capabilities.
• Unrestricted authorization to work in the USA; visa sponsorship is not available.
• Clearance: Current TS/SCI clearance preferred but not required.

Benefits and Perks of Working at SANS

We're committed to fair and equitable compensation. The expected salary range for this position is [$120,000 - $160,000] depending on geographic location, skills, and experience. At SANS, pay equity and transparency are priorities.

We offer a comprehensive benefits package that supports your total well-being so you can be and deliver your best. This means caring for you and your loved ones' physical, financial, and mental health, as well as providing the flexibility you need to thrive personally and professionally:

• Financial Benefits: Competitive base salary, bonus opportunities, and a 401(k) plan with company match.
• Health & Wellness: Robust medical, dental, and vision plans; company-provided short term disability; optional long-term disability, supplemental life and AD&D insurance for employees and dependents; voluntary benefits including accident insurance and identity theft protection; fitness and wellness programs; and a company paid employee assistance program (EAP).
• Time Off & Flexibility: Generous paid time off, including volunteer time.
• Learning & Development: Access to professional development and SANS training opportunities.

Flexibility and Balance at SANS

We support our colleagues with the tools and flexibility they need to thrive, both professionally and personally. As a primarily remote work environment, we are committed to maintaining strong connections, collaboration, and a vibrant culture across virtual teams. While most roles operate remotely, some positions may require occasional in-person presence depending on role-specific or business needs.

SANS is an Equal Employment Opportunity Employer

SANS is proud to be an Equal Opportunity Employer. We do not discriminate based on race, color, sex, age, national origin, religion, sexual orientation, gender identity, veteran status, disability, or any other federal, state, or local protected class. If, because of a medical condition or disability, you require a reasonable accommodation during the application process, or to perform the essential functions of a position, please contact SANS Human Resources.

US Job Seekers: Click here to view the "Know Your Rights" poster.

SANS complies with all applicable state and local laws regarding the consideration of applicants with arrest or conviction records. For positions governed by federal and/or state banking regulations, SANS will adhere to relevant requirements when evaluating candidates with criminal histories.

Employment eligibility in the United States is required. SANS does not provide visa sponsorship for this position.