Enterprise Account Manager

About the company

• BeyondTrust is the global identity security leader protecting Paths to Privilege™
• Trusted by 20,000 customers, including 75 of the Fortune 100

Responsibilities

• Identify, generate, qualify, and close new business for customers and prospects in a defined territory
• Manage the full sales lifecycle and build the go-to-market plan (including direct and indirect business)
• Develop new and existing accounts within defined territory; prior SLED experience required
• Establish and deliver a sales strategy outlining a roadmap to quota attainment
• Sales forecasting, lead generation, prospecting, and strategic relationship development
• Upsell new products to existing customers
• Work with assigned Account Executive – Enterprise Assist to cover and hunt for add-on opportunities
• Partner closely with VP, SEs, PMs and wider POD to deliver strategic goals
• Align with Channel team and Channel Partners and with SDR team to cover total addressable market
• Attend corporate trade shows and events
• Maintain sales pipeline activity in Salesforce
• Schedule and conduct product demonstrations and detailed presentations
• Lead RFP responses for accounts

Requirements

• Must be located in the territory covered (Great Lakes region: IL, MI, OH, IN, WI), ideally near an airport
• 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
• Experience leveraging the channel to drive business
• Excellent communication skills
• Ability to travel within region
• Nice to have: prior PAM software sales, completed professional sales training courses (Sandler, SPIN, DISC, TAS, Miller), strategic account management