Enterprise Account Manager, Fed Civilian

BeyondTrust • Washington, DC

8h • Hybrid

About The Position

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).

Requirements

• 5+ years’ quota-carrying sales experience with a demonstrated track record of consistently meeting or exceeding annual quota
• Proven success of engaging and selling to Federal Civilian Agencies
• Based in the DC area, with flexibility to travel for customer meetings, partner engagements, and collaboration with the broader sales pod, building strong relationships, maintaining visibility, and driving success.
• 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 sales
• Experience leveraging the channel to drive business
• Excellent communication skills
• Ability to travel within the region

Nice To Haves

• Prior experience selling PAM software solutions
• Completed 2 professional sales training courses (Sandler, SPIN, DISC, TAS, or Miller)
• Strategic Account Management

Responsibilities

• Develop new and existing 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

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed
• Number of Employees: 501-1,000 employees