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, managing the full sales lifecycle, and developing go-to-market plans. You will develop new and existing accounts, forecast sales, generate leads, and build strategic relationships. The position requires upselling new products to existing customers and collaborating with various teams, including Account Executives, SEs, PMs, and channel partners. You will also attend trade shows, maintain sales pipeline activity in Salesforce, and lead RFP responses. BeyondTrust offers a flexible and supportive work environment.

Requirements

• 5+ years of SaaS sales experience, ideally within cyber security
• A sales hunter mentality and a passion for new business sales with the ability to uncover and engage strategic customers
• 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

• Develop new and existing accounts
• 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 Assists to intelligently cover and proactively hunt for Add-on opportunities within the 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 the Channel team and Channel Partners to deliver value to our customers and BeyondTrust wherever possible
• Align with the 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 cyber security, ideally PAM software solutions
• Completed professional sales training courses (Sandler, SPIN, DISC, TAS, or Miller)
• Strategic Account Management