Matt Evans

Enterprise Account Manager @SANS Institute

IE

Responsibilities• Consistently achieve and exceed enterprise sales quota (net new business + account expansion).• Manage enterprise accounts and build strategic relationships with CISOs, CTOs, and senior stakeholders.• Develop co-selling motions with strategic partners to accelerate access to key enterprise accounts.• Identify and close opportunities across industries including Finance, Retail, Energy, Manufacturing, Consulting, and Technology.• Deliver consultative, value-based selling to align GIAC-accredited cybersecurity training with client business objectives.• Collaborate cross-functionally to design tailored enterprise learning programs, certification pathways, and lab solutions aligned to risk management and compliance needs.• Expand account presence through cross-sell and up-sell initiatives, improving client adoption and training ROI.• Lead complex sales cycles, driving multi-stakeholder alignment, executive sponsorship, and high-value contract negotiations.• Represent SANS at cybersecurity conferences and executive summits, strengthening brand presence and thought leadership.• Maintain accurate forecasting, Salesforce CRM discipline, and data-driven sales reporting to inform GTM strategy.• Monitor market trends and competitor activity to adapt pricing and strengthen competitive positioning.Key Achievements• Achieved 150% of annual target (£2M) — highest new business revenue in UK & EMEA — including the largest single new business deal in company history.• Drove YoY revenue growth from £733K to £2M through strategic prospecting, pipeline discipline, and solution-led selling.• Maintained 95% client retention over three years through proactive relationship management and customer success alignment.

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