Federal/Civilian & Contractors Sales Manager

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 Federal/Civilian & Contractors Sales Manager to join our Public Sector Sales team. This role plays a key part in developing and closing new and existing business within assigned accounts, in coordination with the Capture and BD teams. The successful candidate must be able to prospect and develop opportunities and could differentiate the value of our offering in a competitive environment. They will assist in the preparation of accurate and timely sales forecasts, can craft business solutions for complex business problems, and create and forge partnerships for current and new programs.

As a Federal/Civilian & Contractors Sales Manager, you will:

• Work in close coordination with the DoD Sales Manager to ensure unified coverage of federal contractors and integrators supporting both civilian and defense missions.
• Develop and manage strategic relationships with federal contractors and systems integrators to expand SANS' reach through indirect channels and program partnerships.
• Leverage federal procurement vehicles (e.g., GSA, SEWP, IDIQs) and funding mechanisms to optimize customer acquisition and contracting efficiency.
• 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 segment 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.
• Other duties as assigned
  

What We're Looking For

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

• 5-7 years' experience within federal government sales or business development
• 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.
• Strong computer skills, especially with Microsoft Office and Salesforce (CRM)
• Possess a solid understanding of FAR and DFAR contracting fundamentals.
• Highest ethical standards
  
• 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 compensation range for this position is [$120,000 - $320,000] 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.