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 the Southwest Enterprise territory (ideally Las Vegas or Phoenix). Responsibilities include developing new and existing accounts, establishing sales strategies, forecasting, lead generation, and strategic relationship development. You will upsell new products, work with account executives, maintain whitespace for focus customers, and partner with various teams. The role also involves attending trade shows, managing Salesforce activity, and leading RFP responses. BeyondTrust offers a flexible and supportive work environment.

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 cybersecurity software, 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
• Responsible for managing the full sales lifecycle, building 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
• Algin 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