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The Role
Manage and grow Tier 1 enterprise and semi-government accounts in Germany, while developing new cybersecurity sales opportunities and securing complex contracts. Responsibilities include customer relationship management, account reviews, networking, sales forecasting, CRM administration, invoice and aged-debt oversight, sales planning, event participation, and achievement of revenue and KPI targets. The role requires strategic relationship building, public procurement expertise, negotiation, German fluency, presentation skills, and travel to European and London events.
Summary Generated by Built In
To be responsible for increasing revenue and market share in Germany through the SANS product portfolio. Managing existing key Enterprise and/or (semi-) Government accounts, as well as identifying and pursuing and securing new critical Enterprise and/or (semi-)Government contracts in accordance with the SANS brand, values, and mission statement.
Key Responsibilities
Client Relationship Management
- Responsible for the management and growth of existing selected Tier 1 customers.
- Operate as a point of contact for assigned accounts.
- To be responsible for customer success and satisfaction, ensuring a first-class customer experience.
- Conduct effective, regular Customer Account Reviews with assigned Tier 1 customers.
- Proactively network across Enterprise and/or (semi-)Government sectors, attending industry specific events when required.
Business Development
- To fully understand the SANS portfolio to generate quality opportunities and to be able to differentiate 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 increase year on year revenue across Tier 1 account base in line with agreed targets.
- 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.
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 effectively manage the invoicing and aged debt process, ensuring customer invoices are paid in a timely manner.
- 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.
Skills, Knowledge and Expertise
- Educated to degree level or equivalent.
- Significant experience working within Enterprise and/or (semi-)Government organizations, with a proven ability to develop strategic relationships, navigate public procurement frameworks, and drive revenue growth within complex environments.
- Native in German (Written and verbal).
- Able to deliver against agreed KPIs and targets.
- Strong influencing and negotiation skills in a business environment.
- Able to work well under pressure.
- Excellent interpersonal and presentation skills.
- Able to manage change, whilst aligning and prioritising multiple tasks.
- Sales focused and commercially aware of new business opportunities.
- Strong IT Skills, including experience of working with all Microsoft Office products.
- Able to use social media platforms such as LinkedIn.
- Proficient in managing customers using a CRM system.
- Able to align and prioritise multiple client accounts whilst delivering a world class service.
- Ability to use initiative and creativity to overcome customer objections.
- Decisive and forward thinking, with strong vision and strategic capability.
- The ability to plan and prioritise own workload and work to strict deadlines.
- Ability to plan, forecast and report against sales plan and targets.
- Translate customer needs into customer driven solutions.
- Ability to work autonomously and as part of a team.
- Ability to network and communicate at all levels both internally and externally.
- Ability and desire to travel to SANS events in Europe and London.
About
SANS Institute (SANS) launched in 1989 as a cooperative for information security thought leadership, it is SANS’ ongoing mission to empower cyber security professionals with the practical skills and knowledge they need to make our world a safer place. We fuel this effort with high quality training, certifications, scholarship academies, degree programs, cyber ranges, and resources to meet the needs of every cyber professional. Our data, research, and the top minds in cybersecurity collectively ensure that individuals and organizations have the actionable education and support they need.Join the SANS TeamAt 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 cyber security threats (Mission) while delivering the highest quality training (Brand) to our students. We want employees whose personal values align well with our culture of fairness, honesty, customer focus, and pragmatic approach (People).
Skills Required
- Degree or equivalent qualification
- Significant experience working with enterprise and/or semi-government organizations
- Proven ability to develop strategic relationships in complex environments
- Experience navigating public procurement frameworks
- Proven ability to drive revenue growth
- Native German written and verbal communication
- Ability to deliver against KPIs and targets
- Strong influencing and negotiation skills
- Ability to work under pressure
- Excellent interpersonal and presentation skills
- Ability to manage change and prioritize multiple tasks
- Sales focus and commercial awareness of new business opportunities
- Strong IT skills, including Microsoft Office experience
- Ability to use social media platforms such as LinkedIn
- Proficiency managing customers using a CRM system
- Ability to manage multiple client accounts while delivering high-quality service
- Ability to overcome customer objections using initiative and creativity
- Decisive, forward-thinking, strategic capability
- Ability to plan, prioritize, forecast, and report against sales targets
- Ability to translate customer needs into customer-driven solutions
- Ability to work autonomously and collaboratively
- Ability to network and communicate at all organizational levels
- Willingness and ability to travel to SANS events in Europe and London
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The Company
What We Do
SANS Institute is the largest and most trusted provider of cybersecurity training, certifications, and research in the world, empowering professionals with practical skills to make the digital world safer.
