General Manager
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Job Description
General Manager overseeing North American operations at SANS Institute. Leading P&L management, revenue growth, and cross-functional collaboration in the cybersecurity education sector.
Responsibilities:
- Own the North America P&L, including the annual operating plan, budget, forecasting, expense management, and profitability levers.
- Deliver North America revenue targets and pipeline health through disciplined forecasting, operating cadence, and performance management.
- Partner closely with the CRO and global revenue leadership to translate global go-to-market strategy (segments, offers, pricing/discount guardrails, territories, and compensation levers) into North America execution and provide regional insights that inform global decisions.
- Lead regional execution across sales, customer success/account management, marketing activation, and operations to improve acquisition, renewals, and customer “consumption” of SANS training and certifications.
- Build and lead the North America leadership team; set clear goals, accountability, and performance standards; coach and develop talent.
- Develop and maintain executive relationships with key accounts and partners; engage directly in strategic deals, renewals, and escalations.
- Monitor market and competitive trends; identify regional growth opportunities and recommend investment shifts to maximize impact.
- Ensure a consistent customer experience and strong brand presence in North America, aligned with the SANS Promise.
- Drive cross-functional alignment with matrixed global teams (Global Marketing, GIAC, Digital, Product, Curriculum, Finance, HR, and others) to execute regional priorities and remove blockers.
- Perform other related duties as assigned.
Requirements:
- Bachelor’s degree in business, marketing, finance, or a related field; MBA or equivalent advanced degree preferred.
- 10–15+ years of demonstrated general manager / business unit leadership experience with clear accountability for revenue and full P&L results.
- Proven success leading cross-functional and matrixed organizations, driving revenue and profitability targets across sales, marketing, and operations.
- Experience operating within a global revenue organization, partnering with a Chief Revenue Officer (or equivalent) to align regional execution with global strategy.
- Demonstrated ability to scale businesses and adapt strategies across a region, including working effectively with global teams and navigating cross-cultural dynamics.
- Strong strategic and financial acumen, including budgeting, forecasting, and executive-level P&L management, with a track record of effective resource allocation.
- Demonstrated ability to lead organizational change and large-scale transformations while fostering innovation and thoughtful, calculated risk-taking.
- Strong decision-making skills, with experience setting priorities and driving execution in a complex, fast-paced environment.
- Experience in the cybersecurity, technology, or professional services industries (or related knowledge-services markets) strongly preferred.
- Passion for mission-driven work and advancing global cybersecurity capabilities.
- Ability to travel up to 50% of the time.
- Unrestricted authorization to work in the USA; visa sponsorship is not available.
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.
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