Enterprise Account Manager, SLED
BeyondTrust•Indianapolis, IN
•Remote
About The Position
BeyondTrust is seeking an Enterprise Account Manager to identify, generate, qualify, and close new business with higher education public-sector customers and prospects in a defined territory. The role manages the full sales lifecycle and develops a go-to-market plan that includes direct and indirect business. It is remote, with candidates required to live in the Great Lakes territory (Illinois, Michigan, Ohio, Indiana, or Wisconsin), ideally near an airport for travel.
Requirements
- Must reside in the territory covered: Illinois, Michigan, Ohio, Indiana, or Wisconsin.
- Bachelor’s degree.
- At least 8 years of sales experience with a demonstrated record of consistently meeting or exceeding annual quota.
- Experience selling enterprise software, IT services, SaaS, IoT, or related managed services to global organizations.
- Experience with Salesforce.
- Ability to command the sales message and sale.
- Experience leveraging channel partners to drive business.
- Excellent communication skills.
- Ability to travel within the region.
- Prior SLED experience.
Nice To Haves
- Prior experience selling PAM software solutions.
- Completion of two professional sales training courses, such as Sandler, SPIN, DISC, TAS, or Miller.
- Strategic Account Management.
Responsibilities
- Develop new and existing accounts within the defined territory.
- Establish and execute a sales strategy and roadmap for quota attainment.
- Forecast sales, generate leads, prospect, and develop strategic relationships.
- Upsell new products to existing customers.
- Work with assigned Enterprise Account Executive Assistants to cover accounts and proactively identify add-on opportunities.
- Maintain whitespace for focus customers.
- Partner with the Vice President, sales engineers, product managers, and the wider POD to deliver strategic goals.
- Coordinate with the channel team and channel partners to deliver value to customers and BeyondTrust.
- Align with the SDR team to proactively cover the total addressable market, including 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 for prospects, customers, and partners.
- Lead RFP responses for assigned accounts.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
