Application Deadline: 23 May 2025

Department: Sales

Location: Amsterdam

Description

Responsible for increasing revenue in the Netherlands through the SANS product portfolio and through the management and growth of existing, selected Tier 2, 3 & 4 accounts. Building relationships with new and existing customers whilst identifying and pursuing new business opportunities from prospect to partner, in accordance with the SANS brand, values and mission.

Key Responsibilities

Account Management (Tier2 – 4 Accounts)

• Conduct effective, regular Customer Account Reviews.
• Through effective communication, establish, strengthen, and maintain positive relationships with former, current, and new customers.

Business Development (Tier 2 – 4 Accounts)

• Convert qualified incoming leads for Tier 2 – 4 accounts.
• Regularly contact Tier 2-4 major spending customers.
• Forecast sales on a monthly basis in line with business CRM processes.
• Maintain an accurate and robust sales pipeline via the CRM (Salesforce).
• Demand generation campaign preparation for existing Tier 2 to 4 accounts.
• Demand generation follow up for Tier 2 to Tier 4 accounts.
• Follow, understand, and translate the latest Cyber Security developments and trends into customer driven solutions.

Event Success Check List Activity (Tier 2-4 Existing Accounts)

• Promote SANS events through appropriate social media channels.
• Contact Tier 2-4 major spending customers in relation to specific events.
• Regularly check event specific pipeline.
• Conduct invite calls to Tier 2-4 VIP’s for specific events.
• Facilitate tactical promotion communications where appropriate.
• Promote and use escalation tactics for struggling events when necessary.

Delegate Calls/Meetings

• Respond to all delegate feedback for Tier 2 to 4 customers.
• Conduct calls to all previous year delegates.
• Attend SANS meetings, events and trade events as required.
• Support the SANS Operations Team at SANS events as required.

Other

• Manage, deliver & exceed agreed targets, KPI's and other set objectives.
• Effectively manage the invoicing and aged debt process for Tier 2,3 and 4 accounts, ensuring customer invoices are paid in a timely manner.
• Provide excellent customer service to Tier 2,3 & 4 accounts when necessary.
• Build and maintain the SANS brand and mission within the wider Cyber Security community.
• Carry out additional tasks as requested by the SANS Management Team.
  
  

Skills, Knowledge and Expertise

Essential

• Educated to a good standard. (Minimum VWO Diploma or equivalent).
• Previous experience of working in a sales focused role.
• Fluent (written & verbal) in Dutch and English.
• Able to deliver against agreed KPIs and targets.
• Strong influencing and negotiation skills in a business environment.
• Able to work well under pressure.
• Excellent interpersonal and presentation skills.
• Sales focused and commercially aware of new business opportunities.
• Experience in closing qualified leads.
• Strong IT Skills, including experience of working with all Microsoft Office products.
• To demonstrate integrity in all SANS dealings.
• Able to use social media platforms such as LinkedIn.
• Proficient in managing customers using a CRM.
• Able to align and prioritise multiple client accounts whilst delivering a world class service.
• Ability to use initiative and creativity to overcome customer objections.
• Decisive and forward thinking, with strong vision and strategic capability.
• The ability to plan and prioritise own workload and work to strict deadlines.
• Ability to plan, forecast and report against sales plan and targets.
• Translate customer needs into customer driven solutions.
• Ability to work autonomously and as part of a team.
• Ability to network and communicate at all levels both internally and externally.
• Excellent telephone manner, able to speak to customers over the phone.
• Ability and desire to travel to SANS events in Europe and London.

Desirable.

• Experience of selling in the Cyber Security sector.
• Knowledge of the Cyber Security sector.
• Highly competent in using Salesforce and Tableau.