Note: The job is a remote job and is open to candidates in USA. BeyondTrust is a global identity security leader that empowers organizations through its cybersecurity SaaS portfolio. The Account Executive II will identify and close new business opportunities within a defined territory, focusing on Federal Systems Integrators and collaborating closely with the Federal Sales team to align strategies and achieve sales goals.
Responsibilities
- Develop new and existing accounts within defined territory
- Understand key programs that assigned accounts are awarded or pursuing and how BT will align
- 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
Skills
- Must be located in the territory covered (Washington DC, Virginia, or Maryland)
- Bachelor's degree
- 2+ years' sales experience with a demonstrated track record of consistently meeting or exceeding annual quota
- 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 sale
- Experience leveraging the channel to drive business
- Excellent communication skills
- Ability to travel within region
- Prior experience selling PAM software solutions
- Completed 2 professional sales training courses (Sandler, SPIN, DISC, TAS, or Miller)
- Strategic Account Management
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