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, experience selling enterprise software, and the ability to travel extensively. BeyondTrust offers a flexible and supportive work environment.

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(Civilian accounts)
• 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