Enterprise Account Manager, Fed Combatant Commands

BeyondTrust, Inc.; United States; Remote; USD 120,000 - 160,000; Full time

Job summary

BeyondTrust is seeking an Enterprise Account Manager for the DoD/Combatant Commands to manage a defined US territory and own the full sales lifecycle. You will identify, qualify, and close new business, develop a go-to-market plan, and coordinate with partners and internal teams to deliver value.

The ideal candidate has 5+ years in customer-facing security software sales, proven quota attainment, and existing DoD relationships.

Qualifications

• 5+ years of customer-facing sales experience in security software.
• Experience selling to DoD/Combatant Commands beneficial.
• Knowledge of federal procurement vehicles (ESI/GSA/CHESS/ITES) advantageous.

Responsibilities

• Manage a defined US DoD territory and meet quota.
• Develop territory sales plan and go-to-market strategy.
• Lead product demonstrations and respond to RFPs.
• Forecast sales and maintain Salesforce pipeline.

Skills

Customer-facing sales

Security software

PAM

Identity management

DoD sales

Senior relationships

Travel

Education

Bachelor's degree

Tools

Salesforce

Job description

BeyondTrust is a place where you can bring your purpose to life through the work that you do, creating a safer world through our cybersecurity SaaS portfolio.

Our culture of flexibility, trust, and continual learning means you will be recognized for your growth, and for the impact you make on our success. You will be surrounded by people who challenge, support, and inspire you to be the best version of yourself.

The Role:

The Enterprise Account Manager- DoD/Combatant Commands will manage a defined sales territory and be responsible for delivering against a quota goal for the defined territory. You willidentify, 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).

What You’ll Do:

• Develop new and existing accounts within the US Department of Defense (DOD)/War (DOW)
• Complete and maintain a territory sales plan which outlines a road map to success
• Responsible for meeting or exceeding your monthly and annual quota. by proactively prospecting for All Product Lines and opportunities with new and existing customers
• Responsible for sales forecasting, lead generation, prospecting, and account management through the close cycle
• Maintain accurate Whitespace data on customer and focus prospect accounts
• Partner closely with Vice President, SE’s, PAM’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

What You’ll Bring:

• Bachelor’s degree or equivalent work experience
• 5+ years customer-facing sales experience with security, PAM, Identity Management, or IT related software
• Sale experience in the DOD Unified Combatant Commands and DOD Forth Estate accounts.
• Familiar with federal buying vehicles such as ESI, GSA, CHESS/ITES, etc
• Knowledge of the federal government channel of VADs and VARs
• Proven track record of meeting or exceeding sales quota
• Established network and relationships with senior IT professionals
• Excellent communication and influencing skills
• Ability to travel within defined region

Nice To Have:

• Completed sales training (Sandler, SPIN, DISC, TAS, Miller)

What Will Make You Successful:

• Conviction and Commitment.You have an unshakable belief that BeyondTrust’s products will improve the world – one person at a time. Once you get it, you go all the way.
• A True Team Player. You’re the best at what you do, and you know how to work with your teammates to get their best.
• Energy and Enthusiasm. You believe in what we’re doing and won’t stop at anything to deliver on your goals.
• Excellent Communication. You know what to say and more importantly, how to say it.
• Ownership– you take ownership of your results and often look for ways to improve; you see challenges as opportunities instead of obstacles
• Go-Getter. Willing to go the extra mile with a strong work ethic; self-directed and resourceful

Better Together

Diversity. Inclusion. They’re more than just words for us. They are the guiding values of how we build our teams, cultivate leaders, and create a culture where people feel connected.

We take care of our employees so they can take care of our customers. Customers whocome from all walks of life just like us. We hire incredible people from diverse backgrounds because when we are different together, we are stronger together.

About Us

BeyondTrust is the global identity security leader protecting Paths to Privilege™. Our identity-centric approach goes beyond securing privileges and access, empowering organizations with the most effective solution to manage the entire identity attack surface and neutralize threats, whether from external attacks or insiders.

BeyondTrust is leading the charge in transforming identity security to prevent breaches and limit the blast radius of attacks, while creating a superior customer experience and operational efficiencies. We are trusted by 20,000 customers, including 75 of the Fortune 100, and our global ecosystem of partners.

Learn more at www.beyondtrust.com.

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