Enterprise Account Manager, Local and State

BeyondTrust; Austin (TX); Hybrid; USD 120,000 - 190,000; Full time

Job summary

BeyondTrust is seeking a seasoned sales professional to own the full lifecycle of enterprise software deals in a defined territory. You will generate, qualify, and close new business while aligning with internal teams to drive growth.

Responsibilities include forecasting, pipeline management, product demos, RFP responses, and collaboration with channel partners to maximize opportunity and exceed quotas.

Qualifications

• Must be located in the territory.
• Bachelor’s degree.
• 8+ years’ sales experience with a demonstrated track record of consistently meeting or exceeding annual quota.
• Experience with enterprise software, SaaS, IoT or related managed services sales to global organizations.
• Experience with Salesforce.
• Able to command sales message and sale process.
• Experience leveraging the channel to drive business.

Responsibilities

• Develop new and existing local and state 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.
• 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 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.

Skills

Enterprise software

SaaS

Forecasting

Channel sales

Lead generation

Presentations

Travel

Salesforce

Communication

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.

Role

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).

What You’ll Do

• Develop new and existing local and state 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.
• 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 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

• Must be located in the territory.
• Bachelor’s degree.
• 8+ years’ sales experience with a demonstrated track record of consistently meeting or exceeding annual quota.
• 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 process.
• Experience leveraging the channel to drive business.
• Excellent communication skills.
• Ability to travel within region regularly.
• Nice To Have: Prior experience selling PAM software solutions.
• Completed 2 professional sales training courses (Sandler, SPIN, DISC, TAS, or Miller).

Strategic Account Management 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 who come 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 . #LI-JC1