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. Success requires strong communication, enterprise software sales experience, and the ability to leverage channels. BeyondTrust offers a culture of flexibility and continual learning, fostering growth and impact.

Requirements

• Be located in the territory covered
• Have 8+ years’ sales experience with a demonstrated track record of consistently meeting or exceeding annual quota
• Have experience with enterprise software, IT services, SaaS, IoT or related managed services sales to global organizations
• Have experience with Salesforce
• Be able to command sales message and sale
• Have experience leveraging the channel to drive business
• Possess a sales hunter mentality with the desire to win and drive results
• Have excellent communication skills
• Be able 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
• Conduct 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

• Have prior experience selling PAM software solutions
• Have completed 2 professional sales training courses (Sandler, SPIN, DISC, TAS, or Miller)
• Have experience in Strategic Account Management