Account Executive

Summary

Join BeyondTrust and contribute to creating a safer world through cybersecurity. This Federal Civilian sales role focuses on identifying, qualifying, and closing new business within a defined territory. Responsibilities include managing the full sales lifecycle, developing sales strategies, and forecasting. You will build relationships with existing and new customers, leveraging channels and partners to achieve quota. The position requires experience selling to the Federal Government, specifically Civilian Agencies, and expertise in enterprise software sales. Success demands excellent communication and the ability to travel extensively.

Requirements

• 3+ years’ quota-carrying sales experience with a demonstrated track record of consistently meeting or exceeding annual quota
• Previous experience selling to the Federal Government, specifically Civilian Agencies (Treasury highly desirable)
• Experience with enterprise software, IT services, SaaS, IoT or related managed services sales to global organizations
• Located within convenient reach of customers in the Washington DC area
• Experience with Salesforce
• Experience leveraging the channel to drive business
• Excellent communication skills
• Ability to travel more than 50%

Responsibilities

• Develop new and existing Federal Civilian accounts within the defined territory
• Establish and deliver a sales strategy which outlines a roadmap to quota attainment
• Sales forecasting, lead generation, prospecting, and strategic relationship development
• Upsell ‘New Product’ to existing customers
• Develop and manage new logo adoption campaigns
• Partner closely with the Vice President, SEs, PMs and wider POD to deliver strategic goals
• Align with the Channel team and Channel Partners to deliver value to our customers and BeyondTrust wherever possible
• Align with the SDR team to proactively cover your total addressable market (focus and non-focus territory accounts)
• Attend industry trade shows and events
• Maintain sales pipeline activity in Salesforce
• Schedule and conduct product demonstrations and detailed presentations to prospects, customers and partners
• Lead RFP responses for your accounts

Preferred Qualifications

• Prior experience selling PAM software solutions
• Competent in professional selling methodologies like Sandler, MEDDPICC, Miller Heiman, Challenger)
• Strategic Account Management