Matt Evans

Enterprise Account Manager
SANS Institute | 2022 – Present

• Built and nurtured strategic relationships with CISOs, C-suite executives, and senior leaders to deliver tailored cybersecurity training aligned with NIST, MITRE ATT&CK, and Zero Trust frameworks.
• Led consultative sales engagements, identifying skills gaps and designing GIAC-accredited learning roadmaps tailored to organisational needs.
• Spearheaded global training programme delivery, collaborating across operations, marketing, and instructor teams to ensure seamless execution and client satisfaction.
• Represented SANS at major cybersecurity conferences and industry summits, elevating brand visibility and generating new business opportunities.
• Achieved 150% of annual sales target (£1.6M) — highest new business revenue in the UK & EMEA — including the largest single deal secured (£400K), setting a new company record.
• Drove YoY revenue growth from £733K to £1.6M through strategic prospecting, pipeline development, and value-based selling.
• Conducted regular QBRs and strategic account reviews, identifying upsell/cross-sell opportunities and mitigating churn risk — resulting in 95% client retention over 3 years.
• Orchestrated high-stakes negotiations and solution presentations, closing complex enterprise deals and consistently outperforming revenue targets.
• Collaborated with marketing and product teams to craft bespoke client proposals and implement innovative sales techniques that boosted engagement and conversion rates.
• Monitored competitors and emerging market trends to inform pricing strategies and maintain a competitive edge.
• Mentored junior team members, sharing sales best practices and contributing to a culture of learning, collaboration, and performance excellence.

• Directed strategic account management for mid-market and SME enterprise clients across Telecoms, Cybersecurity (BT Security), Mobile, UCaaS, CCaaS, and SaaS solutions, consistently delivering year-on-year revenue growth and high client retention.
• Led Quarterly Business Reviews with C-suite stakeholders to uncover upsell opportunities, mitigate churn risk, and gather competitive insights to inform account strategy.
• Cultivated strong relationships with key technology partners including Cisco, Microsoft, and RingCentral, integrating their solutions to maintain BT’s competitive advantage.
• Orchestrated tailored proposals in partnership with product, marketing, and technical teams, resulting in multiple multi-year contract wins in highly competitive environments.
• Achieved £2.1M share of value (SOV) — scaling revenue from £480K within three years — and consistently exceeded annual sales targets.
• Implemented customer success strategies that deepened client engagement, improved retention, and contributed to award-winning CSAT and Medallia scores.
• Recognised with multiple awards, including the Innovation Award, Customer Satisfaction Award, and Top Performer Award for outstanding sales execution and client advocacy.
• Built and led a new business sales team in BT Cardiff from the ground up, hiring school leavers and apprentices, many with no previous experience. Created a culture of ownership and growth through structured onboarding, product champions, tailored KPIs, and motivational incentives.
• Reduced apprentice churn by 75% (15 of 20 stayed for 3–5 years vs. 60%+ industry average), with several promoted internally.
• Led by example, actively selling alongside the team to build trust and establish high-performance standards.
• Mentored and coached sales team members, using call audits, dashboards, and individual motivator frameworks to improve conversion rates, shorten sales cycles, and foster succession planning.
• Revitalised a demotivated BDM field team following a major target hike (from £5M to £12M). Collaboratively broke down goals using SWOT analysis and delivered a shared connectivity solution for remote limited internet access business parks resulting in 127% target achievement.
• Transformed a low-scoring CSAT account into a 5-star-rated client, winning the national BT C-SAT award at BT Tower through trust-building and tailored solutions.
• Analysed market trends and client feedback to refine messaging, adapt pricing strategies, and stay ahead of emerging threats and opportunities.
• Demonstrated resilience and adaptability, consistently delivering high-value outcomes under pressure while upholding exceptional professionalism and client service.

• Achieved 187% of sales target, generating £1.34M share of value (SOV) and consistently recognised with awards for Top Sales Performer, New Business Acquisition, and Outstanding Sales Contribution across multiple financial years.
• Secured numerous high-value, multi-year contracts through strategic client acquisition, value-based positioning, and a focus on long-term account profitability and retention.
• Delivered consultative sales engagements, aligning complex telecoms and cybersecurity solutions with client business goals to maximise ROI and drive measurable outcomes.
• Cultivated and expanded a diverse client portfolio, conducting in-person meetings, leading strategic business reviews, and guiding high-level negotiations through to close.
• Applied customer success strategies to ensure seamless onboarding, ongoing engagement, and proactive issue resolution — reinforcing long-term relationships and account growth.
• Analysed market and competitor trends to shape sales strategy, influence product positioning, and maintain a competitive edge in evolving sectors.
• Collaborated cross-functionally with technical, product, and service delivery teams to ensure client requirements were met with scalable, future-ready solutions.
• Acted as a mentor to junior BDMs, sharing knowledge on strategic selling, opportunity qualification, and account development best practices.

• Managed sales and quality assurance teams in a fast-paced telecoms environment, balancing performance, compliance, and customer satisfaction.
• Enhanced sales by 35% by delivering targeted coaching by leveraging call recording software and Salesforce reporting to pinpoint gaps in discovery, objection handling, and closing. Using this intelligence to tailor development plans which drove measurable improvements in performance.
• Built a people first coaching culture, using live feedback, self-led learning, and strength-based mentoring to grow confidence, capability, and accountability across the team.
• Introduced clear KPI frameworks and sales stage tracking, aligning daily activity with individual motivators to build consistency, focus, and sales momentum.
• Reduced churn by 20% and improved conversion by aligning call quality, messaging, and outcomes to evolving customer needs and compliance standards.
• Championed open communication and cross-functional collaboration, leading initiatives to resolve escalations faster, improve workflows, and enhance overall service delivery.
• Played a key role in nurturing internal talent, enabling career development and internal promotions through hands-on mentorship, constructive feedback, and team recognition.
• Partnered with department heads to improve operational efficiency, contributing to increased revenue, improved staff engagement, and stronger alignment between teams.