Enterprise Account Manager

Summary

Join BeyondTrust and contribute to a safer world through cybersecurity. This sales role focuses on identifying, qualifying, and closing new business within a defined territory. You will manage the full sales lifecycle, develop go-to-market strategies, and build relationships with customers and partners. Success requires a proven track record in enterprise software sales, experience with the Federal Government, and excellent communication skills. BeyondTrust offers a flexible and supportive work environment with opportunities for growth and impact.

Requirements

• Be located in the territory covered
• Have a Bachelor’s degree
• Have 8+ years’ sales experience with a demonstrated track record of consistently meeting or exceeding annual quota
• Have previous experience selling to the Federal Government
• Have experience with enterprise software, IT services, SaaS, IoT or related managed services sales to global organizations
• Have experience with Salesforce
• Have experience leveraging the channel to drive business
• Possess excellent communication skills
• Be able to travel more than 50%

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
• Develop and manage new logo adoption campaigns
• 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 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

• Have prior experience selling PAM software solutions
• Be competent in professional selling methodologies like (Sandler, MEDDPICC, Miller Heiman, Challenger)
• Have Federal Account Management GTM Strategy experience
• Have TS or greater security clearance or ability to obtain