Inside Sales Representative (Hybrid)

About the position

The Inside Sales Representative at SANS Institute is responsible for cultivating leads and closing sales primarily within the North American Enterprise market. This role focuses on retaining existing customer revenue while also developing new customer relationships across various industries. The position emphasizes inside sales with occasional travel for customer interactions and events, aiming to achieve an annual sales quota of over $1 million.

Responsibilities

• Sells directly to commercial accounts in the NA Enterprise market.
• Assists SANS largest customers with their workforce management and voucher consumption.
• Participates in consultative customer sales calls to identify customer needs and recommend specific SANS courses and certifications.
• Executes telemarketing and email marketing campaigns into existing and potential new accounts.
• Qualifies inbound leads and passes them to assigned account managers as required.
• Records and logs all customer communication, pipeline, tasks, leads, opportunities, and forecasts in Salesforce CRM.
• Produces accurate sales revenue forecasts for month, quarter, and year.
• Scouts and identifies upselling opportunities among existing clients.
• Develops and maintains good working relationships with customers to promote business growth.
• Ensures sales pipeline consists of qualified leads and opportunities.
• Maintains sales policies, regulations, and procedures.
• Maintains KPI measurements on inside sales performance.
• Achieves assigned revenue target by selling SANS training and consulting services.
• Drives bookings and revenue, including individual quota attainment.
• Builds and maintains direct relationships with customers, ensuring their satisfaction.
• Articulates critical capabilities of SANS training products.
• Provides insightful business forecasts and assesses pipeline strength.
• Answers incoming calls and emails related to sales questions.
• Performs other responsibilities as assigned.

Requirements

• Bachelor's degree
• 2+ years of related technology, inside sales experience
• Verifiable sales quota achievement in a similar inside sales role
• Experience working in a virtually-based Inside Sales Team in North America
• Knowledge of the Information Security, Software, and/or Training Markets
• Proficient in Microsoft Word, Excel, PowerPoint, and CRM software (e.g., Salesforce)
• Strong written, negotiation, and persuasion skills
• Ability to articulate value propositions
• Comfortable working in ambiguity with a 'can do' attitude
• Adept in time management and weekly reporting of sales results
• Ability to occasionally travel to large company conference events.

Nice-to-haves

• GIAC Certification

Benefits

• AD&D insurance
• Paid holidays
• Disability insurance
• Health insurance
• Dental insurance
• Paid time off
• Employee assistance program
• Vision insurance
• 401(k) matching
• Life insurance