Migrations Account Executive

BeyondTrust

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 cyber security 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 The Migrations Account Executive works collaboratively to grow and expand BeyondTrust’s customer base primarily in working with perpetual customers to drive renewal retention, expansion, and deployment migration. The Migrations Account Executive communicates directly with external contacts including but not limited to customers, partners, and distributors as well as with internal departments across the Go to Market team and other cross-functional groups to effectively maintain and improve upon the processes and procedures in place to maximize customer revenue retention through renewal bookings and improve customer satisfaction and experience, with a specialized focus on SaaS upgrades. The Migrations Account Executive has an exemplary track record in successfully managing customer relationships as well as tracking towards set renewal and expansion KPIs.

Requirements

Bachelor’s degree in Finance, Accounting, Business, or comparable industry experience
Excellent written and verbal communication skills with an ability to communicate cross functionally across the organization as well as externally with customers
Strong organization skills and ability to multi-task, self-start and self-direct work in an independent and fast paced environment
Ability to work with teams in diverse functional areas with effective interpersonal skills necessary to build positive, productive, and effective professional working relationships
Knowledge of automation, analytics, and general office technology including operations, development, and general office administration
Proven analytical and problem resolution skills
Flexibility and ability to prioritize in meeting multiple goals
Adhere to internal controls, best practices, and efficiencies
Proficient with Microsoft Office and Salesforce
Ability to work outside of normal office hours during peak times

Nice To Haves

Minimum 5 years+ of related experience in a software or technology company
Experience with the sales industry
Knowledge of SaaS
com and/or large CRM/ERP experience
Experience working with Fortune 100 clients

Responsibilities

Contributes to the attainment of the annual renewal bookings quota and company migration target quota
Serves as point of contact on all items relating to perpetual customer accounts in a given customer segment in either renewal or migration motion
Participates with add-on and upsell opportunities related to renewals/migrations
Exhibits competencies in reporting, including building and interpreting data related to TAR, ACV attained, Point of Renewal Add-ons, and Closed/Lost opportunities
Confident in customer negotiation and problem solving, proposing effective and creative resolutions
Understands and communicates product use-cases, especially relating to SaaS upgrade motions and value proposition
Skillfully handles escalations and understands how to defuse situations
Consistently displays a proactive approach with work
Establishes and maintains professional and mutually beneficial alignments with associated internal teams (Sales, Order Management, Renewal Operations, Billing, Fulfillment, Support, etc.)
Understands the Bookings Policy and consistently adheres to policy & team expectations for resolving orders on hold