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SANS Institute National Account Manager in Philadelphia, Pennsylvania

National Account Manager

· Philadelphia, Pennsylvania

Employment Type Full-Time

Minimum Experience Mid-level

About SANS

SANS Institute (SANS) was established in 1989 as a cooperative research and education organization. In the next 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 auditors and network administrators, 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 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. And, we want employees whose personal values align well with our culture of fairness, honesty, customer focus, and pragmatic approach (People).

Summary of Position

The National Account Manager, Federal qualifies, leads, negotiates, and closes sales pursuits with the federal government market. The successful candidate must be able to prospect and develop opportunities and should be able to differentiate the value of our offerings in a competitive environment. The National Account Manager will assist in the preparation of accurate and timely sales forecasts. The successful candidate must have the ability to craft business solutions for complex business problems, create and forge partnerships for current and new programs.

Key Responsibilities

  • 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 federal civilian market 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

  • Operate effectively in a heavily matrixed, geographically dispersed team

  • 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

Core Skills and Behaviors

  • Proven track record in sales, ability to meet and exceed individual sales targets on a consistent basis

  • Excellent written and oral communication skills, including excellent presentation skills

  • Experience working multiple strategic accounts

  • Exceptional ability to represent the company favorably, develop new clients and negotiate with numerous members of other firms

  • Must have superior organizational and time-management skills and be able to work autonomously in a heavily matrixed, geographically dispersed team.

Required Skills, Experience and Education

  • 5 or more years of experience within federal government sales or business development; > 7 years highly preferred

  • Strong computer skills, especially with Microsoft Office and Salesforce (CRM)

  • Solid understanding of FAR and DFAR contracting fundamentals

  • Proven high ethical standards

  • Demonstrated ability to be a team player


  • Experience selling into the Federal/Civil market

  • Reside in the greater WA DC area – not required, but travel to the area is necessary

Work Environment

Remote – home office work environment

EOE, including disability/vets.