Enterprise Account Manager, SLED- Remote

BeyondTrust, Inc.; Columbus (OH); Remote; USD 120,000 - 210,000; Full time

Job summary

BeyondTrust is seeking an experienced senior account executive to identify, qualify, and close new business across a defined territory. This is a remote role requiring residence in the Great Lakes region.

You will own the full sales lifecycle for cybersecurity SaaS solutions, craft go-to-market plans, forecast, and collaborate with channel partners and internal teams to achieve quota. Occasional travel within the region may be required.

Qualifications

• Bachelor’s degree required.
• 8+ years of sales experience with a proven track record of meeting/exceeding quota.
• Experience selling enterprise software, IT services, SaaS, IoT or related managed services to global organizations.
• Experience with Salesforce.
• Able to articulate the sales message and close deals.
• Experience leveraging the channel to drive business.
• Excellent communication skills.
• Ability to travel within region.

Responsibilities

• Develop new and existing accounts within defined territory.
• Establish and deliver a sales strategy to achieve quota.
• Sales forecasting, lead generation, prospecting, and relationship development.
• Upsell new products to existing customers.
• Collaborate with Account Executive – Enterprise Assist to cover opportunities.
• Maintain whitespace for focus customers.
• Partner with VP, SEs, PMs and wider POD to meet goals.
• Align with Channel team and partners to deliver value.
• Coordinate with SDR team to cover total addressable market.
• Attend trade shows and events.
• Maintain sales pipeline activity in Salesforce.
• Schedule and conduct product demonstrations and detailed presentations.
• Lead RFP responses for accounts.

Skills

Sales leadership

Enterprise software

SaaS sales

Channel partnerships

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.

The 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).

LOCATION: This is a remote role but due to accounts/territory covered candidates need to reside in the Great Lakes region (IL, MI, OH, IN, WI) ideally near an airport for ease of travel.

Customer Segment: Higher Education (Public Sector)

What You’ll Do

• Develop new and existing accounts within defined territory. Prior SLED experience required.
• 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

What You’ll Bring

• 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 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

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.