Enterprise Account Manager

Summary

Join BeyondTrust and contribute to creating a safer world through cybersecurity. This sales role focuses on identifying, generating, qualifying, and closing new business within a defined territory. You will manage the full sales lifecycle, develop sales strategies, and forecast sales. Collaboration with internal teams and channel partners is crucial. The position requires a Bachelor's degree, 8+ years of sales experience, and expertise in enterprise software sales. BeyondTrust offers a culture of flexibility, trust, and continual learning, fostering employee growth and impact.

Requirements

• Must be located in the territory covered
• Bachelor’s degree
• 8+ years’ sales experience with a demonstrated track record of consistently meeting or exceeding annual quota
• Experience with enterprise software, IT services, SaaS, IoT or related managed services sales to global organizations
• Experience with Salesforce
• Able to command sales message and sale
• Experience leveraging the channel to drive business
• Excellent communication skills
• Ability to travel within region

Responsibilities

• Identify, generate, qualify, and close new business for customers and prospects in a defined territory
• Manage the full sales lifecycle
• Build the go-to-market plan (including direct and indirect business)
• Develop new and existing accounts within 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
• Work with assigned Account Executive – Enterprise Assist’s to intelligently cover and proactively hunt for Add-on opportunity within territory
• Maintain whitespace for all focus customers
• Partner closely with Vice President, SE’s, PM’s and wider POD to deliver strategic goals
• Align with Channel team and Channel Partners to deliver value to our customers and BeyondTrust wherever possible
• Align with SDR team to proactively cover your total addressable market (focus and non-focus territory accounts)
• Attend corporate 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
• Completed 2 professional sales training courses (Sandler, SPIN, DISC, TAS, or Miller)
• Strategic Account Management