Strategic Account Manager (VLE)

Forescout Technologies Inc.

10d

About The Position

Forescout is seeking an engaging, employee-focused Strategic Account Manager (VLE) for a senior, customer-focused enterprise sales role. The position owns, grows, and maximizes annual recurring revenue (ARR) across a defined territory of large, complex customers. It involves building a territory, creating sustained pipeline, and managing sophisticated enterprise customers through long-term, solution-based sales motions. The role is highly active in the territory and relies on strong customer and partner relationships, disciplined account planning, and execution.

The compensation plan is described as highly competitive, with a 50/50 base salary-to-commission split, plus SPIFs and President’s Club incentives for overachievement. The role works closely with customers, channel partners, Sales Engineers, and internal teams to advance cybersecurity opportunities and deliver customer value.

Requirements

• Strategic mindset and ability to execute account pursuits at a tactical level.
• Fluency in MEDDPIC and ability to use it to navigate complex selling environments.
• Strong partner network spanning traditional cybersecurity resale channels, system integrators, and technical alliances.
• Strong knowledge of AI and ability to incorporate creative uses of AI into work-related tasks.
• Strong understanding of how to formulate and use strategic account plans and go-live project plans.
• Strong desire to win and achieve.

Responsibilities

• Own and grow a VLE Strategic territory, including territory build-out, account segmentation, pipeline creation, and execution.
• Manage and expand a portfolio of large, complex enterprise customers, with accountability for ARR performance and customer retention.
• Drive ARR growth by identifying expansion opportunities, increasing platform adoption, and advancing strategic use cases across accounts.
• Achieve and exceed annual and quarterly targets while maintaining strong Gross Dollar Retention (GDR) and delivering incremental expansion ARR.
• Build and maintain a healthy multi-quarter pipeline, balancing expansion opportunities with strategic new customer acquisition.
• Lead complex, multi-stakeholder sales cycles and align Forescout’s cybersecurity platform with customer security, IT, and risk priorities.
• Position Forescout as a strategic cybersecurity partner by understanding customer environments and long-term objectives.
• Develop executive, technical, and operational relationships across customer organizations to drive trust, adoption, and long-term value.
• Collaborate with Sales Engineers on technically complex engagements and solution demonstrations.
• Leverage channel partners by building joint account plans and co-selling motions to accelerate ARR growth.
• Coordinate internal teams throughout the customer lifecycle as the account’s primary point of contact.
• Maintain rigorous opportunity and forecast management, including accurate visibility into ARR and GDR performance.
• Influence commercial strategy, pricing, and deal structure while working cross-functionally to advance and close opportunities.

Benefits

• Competitive compensation, including a 50/50 base salary-to-commission split, SPIFs, and President’s Club incentives.
• Coverage of 85% of employee and dependent health care premiums.
• 100% company-paid employee life and disability insurance premiums.
• 401(k) match.
• Generous flexible time off for U.S. employees.
• Voluntary life, accident, and critical illness insurance options.
• Employee assistance program.
• Maternity and parental bonding leave.
• Opportunities for employee development and career progression.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed