To support the Business Development function in delivering specific KPI’s & targets within the EMEA region, by developing existing client relationships and qualifying and pursuing new client opportunities, building the SANS brand in accordance with our values and mission statement. Working as part of a close-knit team, helping to raise the SANS profile by underpinning market facing activity whilst supporting internal business development activities and processes
Business Development
- Qualify all leads by converting to contact, tiering, and assigning.
- Set up appointments for Business Development Executives and Managers.
- Action post event delegate call feedback.
- Demand generation follow up for prospect and lapsed customer accounts.
- Create new prospect target lists using appropriate tools, resources, and systems.
- Create and distribute progress & performance reports.
Event Success Check List Activity (T2-4 Prospects)
- Promote SANS events through appropriate social media channels.
- Conduct invite calls to VIPs for specific events.
- Facilitate tactical promotion communications where appropriate.
Data Cleansing Activity
- Ensure all data in Salesforce records, contacts, or accounts is maintained, reviewed, and regularly cleansed.
- Ensure contact data held within Salesforce is kept up to date using relevant tools.
- Regularly review and check LinkedIn contact entry to Salesforce.
- Regularly maintain, review and update parent/sister company data management.
- Work with Data Analysts with the Data Analysis Support Team to profile target accounts.
Other
- Meet any agreed KPIs set in relation to individual and team performance.
- Drive webinar attendance and trade event meetings.
- Build and maintain the SANS brand and mission within the wider Cyber Security community.
- Support Country Lead and Business Development Managers in the tender process for any prospective customer procurement opportunities when applicable.
- Assist with the effective management of the invoicing and aged debt process for relevant accounts, ensuring customer invoices are paid in a timely manner.
- Provide excellent customer service to customer accounts when necessary.
- Carry out any ad-hoc Business Development/Sales admin duties when required.
- Carry out additional tasks as requested by the SANS Management Team.
Essential
- Experience in a Sales or Marketing related role.
- Sales focused with a creative flair.
- Able to work well under pressure.
- Fluent written and verbal communication skills in English and at least one other modern European language.
- Able to deliver against agreed KPIs and targets.
- Excellent interpersonal and presentation skills.
- Good IT Skills, including experience of working with all Microsoft Office products.
- Able to use social media platforms such as LinkedIn.
- Well organised, able to plan and prioritise multiple tasks.
- Ability to use initiative and creativity.
- Excellent telephone manner, able to speak to customers over the phone confidently.
- Have a passion for delivering a world class service.
- Ability to work autonomously and as part of a team.
- Ability to build relationships both internally and externally.
- Ability and desire to travel to SANS events in Europe.
Desirable
- Experience in closing qualified leads.
- Knowledge of the Cyber Security sector.
- Experience of using Salesforce and Tableau.
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 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 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).
