Defense/Intel Business Development Executive

Role Overview

• Generate leads (through qualifying inbound marketing leads or outbound sales prospecting) and build relationships by nurturing warm prospects and finding new potential sales outlets.
• Manage and maintain a pipeline of interested prospects and engage Defense/Intel Sales Executives for next steps.
• Identify best practices to refine SANS Institute’s lead generation playbook.
• Follow-up on inbound marketing leads and identify qualified opportunities providing appropriate levels of information at the right time for interested prospects.
• Be responsible for educating and developing prospects leading to hand-off to the Defense/Intel sales team.
• Participate in consultative customer sales calls to identify customers’ needs and initiatives to recommend specific SANS courses, GIAC certifications, and DoD 8140/DCWF-aligned training pathways.
• Profile federal and defense accounts identifying key individuals together with Defense/Intel Sales Executives, researching and obtaining business requirements and presenting solutions to start the sales cycle.
• Set appointments for the Defense/Intel Sales Executives when a lead reaches a qualified stage.
• Nurture new marketing leads by educating and developing prospects until they are ready to speak with the Defense/Intel Sales Executives.
• Drive attendance for webinars federal-focused events (AUSA, DoD training conferences, SANS events targeting military audiences); set meetings and manage logistics for event-based outreach.
• Collaborate with the DoD Sales and Marketing teams on strategic sales approaches.
• Must be proactive in identify new commands, units, or agencies within the Defense/Intel portfolio to drive company growth.
• Contact customers and prospects, working in conjunction with the marketing & sales teams on specific campaigns.
• Regularly conduct calls with customers upon their completion of training, with a view to generating new leads and identifying upselling opportunities in conjunction with the Defense/Intel Sales team.
• Ensure successful follow through of the sales cycle by maintaining accurate activity and lead qualification information in Salesforce CRM.
• Record and log all customer communication, pipeline, tasks, leads and opportunities & forecasts as required into Salesforce CRM.
• Utilize various sales tools for identification and refining of target prospects.
• Report to the Director, Defense/Intel Sales about BDE leads on weekly basis.
• Perform other related duties as assigned.

Requirements

• 3+ years of successful experience in B2B sales or business development, preferably in cybersecurity, IT, or federal/defense markets.
• Exceptional communication skills, both oral and written, coupled with excellent listening skills and a positive and energetic phone presence.
• Extremely self-motivated with a diligent work ethic.
• High level of integrity and strong commitment to building a successful company.
• Ability to work independently as well as part of a team in a fast-paced environment.
• Adept computer skills, including proficiency with Microsoft Office, Word, Excel, PPT & CRM.
• Familiarity with DoD organizational structure, military ranks, and federal procurement processes.
• Unrestricted authorization to work in the USA; visa sponsorship is not available.

Tech Stack

• Cyber Security

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.