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SANS Institute Inside Sales Representative in Denver, Colorado

Inside Sales Representative

· Denver, Colorado

Employment Type Full-Time

Minimum Experience Mid-level

*This position will reside in our Denver, CO office and is not remote.*

About the Job

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. position reports into Inside Sales office, not remote

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.


  • Sells s 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

  • Must possess a Hunter mentality that can identify and cultivate net NEW business

  • 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

  • Instill confidence in our customers, be perceived as the credible advisor

  • Provide an insightful business forecast, assess pipeline strength, and identify key prospects

  • Answer incoming calls and e-mails in relation to sales questions


  • 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. or similar

  • Strong spoken, written, negotiation, persuasion skills, and value proposition articulation

  • Comfortable working in ambiguity; ‘can do’ attitude

  • Leads by example

  • Adept in time management and weekly reporting of sales results

  • Ability to occasionally travel to large company conference events

  • Work from home office productively

  • Federal sales experience preferred

EOE, including disability/vets.