Strategic Account Manager, USN/USMC

SANS Institute

4d • $80,000 - $100,000 • Remote

About The Position

We are seeking a Strategic Account Manager, USN/USMC to join our Public Sector Sales team. This role plays a key part in identifying, qualifying, leading, negotiating, and closing sales pursuits in the federal government market. The successful candidate must be able to prospect and develop opportunities and have the ability to differentiate the value of our offering in a competitive environment. The Strategic Account Manager will assist in the preparation of accurate and timely sales forecasts, have the ability to craft business solutions for complex business problems, create and forge partnerships for current and new programs.

Requirements

• 5+ years experience within federal government sales or business development; > 7 years highly preferred
• Experience selling into the USN/USMC market.
• Excellent written and oral communication skills, including excellent presentation skills
• Exceptional ability to represent the company favorably, develop new clients and negotiate with numerous members of other firms
• Should have a solid understanding of FAR and DFAR contracting fundamentals
• Ability to collaborate with other team members
• Highest ethical standards
• Strong computer skills, especially with Microsoft Office and Salesforce (CRM)
• Must have superior organizational and time-management skills and be able to work autonomously in a heavily matrixed, geographically dispersed team.
• Experience working multiple strategic accounts
• Proven track record in sales, ability to meet and exceed individual sales targets on a consistent basis.
• Unrestricted authorization to work in the USA; visa sponsorship is not available.

Nice To Haves

• Knowledge of DoD 8140/8570 requirements, NICE Framework, and Navy/USMC cyber workforce development programs is strongly preferred
• Reside in the greater WA DC area – not required, but travel to the area is necessary

Responsibilities

• Serve as a trusted advisor to USN/USMC cyber workforce leaders, aligning SANS training and certification programs with DoD Cyberspace Workforce Framework (DCWF) roles, readiness initiatives, and emerging mission needs.
• Engage in multi-year account planning and capture strategies aligned with program funding and budget cycles; engage with program offices, training commands, and acquisition stakeholders to position SANS ahead of formal RFPs.
• Collaborate with SANS training, curriculum, and operations teams to tailor offerings for fleet and Marine Corps units; engage with integrators, resellers, and prime contractors to embed SANS into broader training and readiness programs.
• 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 USN/USMC 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
• 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.
• Perform other related duties as assigned.

Benefits

• Competitive base salary, bonus opportunities, and a 401(k) plan with company match.
• 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).
• Generous paid time off, including volunteer time.
• Access to professional development and SANS training opportunities.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 101-250 employees