Enterprise Account Manager, Fed Combatant Commands

BeyondTrust

6h

About The Position

The Enterprise Account Manager – DoD/Combatant Commands manages a defined sales territory and is responsible for delivering against its quota. The role identifies, generates, qualifies, and closes new business with customers and prospects, manages the full sales lifecycle, and develops a go-to-market plan covering direct and indirect business.

The position focuses on developing accounts within the U.S. Department of Defense and War, maintaining a territory sales plan and accurate whitespace data, and coordinating with internal teams and channel partners to achieve strategic goals. It includes prospecting, forecasting, account management, product demonstrations, presentations, RFP leadership, and participation in corporate trade shows and events.

BeyondTrust describes itself as a global identity security leader. Its identity-centric solutions help organizations manage identity attack surfaces, prevent breaches, limit attack impact, and improve customer experience and operational efficiency. The company reports serving 20,000 customers, including 75 of the Fortune 100, through a global partner ecosystem.

Requirements

• Bachelor’s degree or equivalent work experience.
• At least 5 years of customer-facing sales experience with security, PAM, identity management, or IT-related software.
• Sales experience in DoD Unified Combatant Commands and DoD Fourth Estate accounts.
• Familiarity with federal buying vehicles such as ESI, GSA, and CHESS/ITES.
• Knowledge of federal government value-added distributors (VADs) and value-added resellers (VARs).
• Proven track record of meeting or exceeding sales quota.
• Established network and relationships with senior IT professionals.
• Excellent communication and influencing skills.
• Ability to travel within the defined region.

Nice To Haves

• Completed sales training such as Sandler, SPIN, DISC, TAS, or Miller.

Responsibilities

• Develop new and existing accounts within the U.S. Department of Defense (DoD)/Department of War (DoW).
• Complete and maintain a territory sales plan outlining a roadmap to success.
• Meet or exceed monthly and annual quotas through proactive prospecting for all product lines and opportunities with new and existing customers.
• Manage sales forecasting, lead generation, prospecting, and account management through the close cycle.
• Maintain accurate whitespace data on customer and focus prospect accounts.
• Partner with the Vice President, sales engineers, PAMs, and the wider POD to deliver strategic goals.
• Align 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 across 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level