Enterprise Account Manager, SLED
At a glance
Mid-level Account Management role at BeyondTrust. Remote, United States.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Build and execute territory plans for state and local government accounts in North Carolina, South Carolina, and Tennessee
- Find, qualify, and close new business while expanding existing accounts through add-on and new-product opportunities
- Forecast sales, generate leads, prospect actively, and develop strategic customer relationships
- Run product demos, detailed presentations, and RFP responses for prospects, customers, and partners
- Keep pipeline activity current in Salesforce and coordinate with account, channel, SDR, SE, and leadership teams
What you bring
- A bachelor’s degree and at least eight years of sales experience with consistent quota achievement
- Enterprise software, IT services, SaaS, IoT, or managed-services sales experience with global organizations
- Hands-on Salesforce experience and the ability to lead the sales message and process
- Experience using channel partners to create business, alongside strong communication skills
Who this fits
You’ll suit a senior enterprise seller who can manage a full sales cycle across state and local government accounts. The role requires residence in Tennessee or South Carolina, regular travel within the region, and coverage of North Carolina, South Carolina, and Tennessee. You’ll work with account executives, channel partners, SDRs, sales engineers, product managers, and senior leadership.
From the employer
BeyondTrust is a place where you can bring your purpose to life through the work that you do, creating a safer world through our cybersecurity 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
Identify, generate, qualify, and close new business for customers and prospects in a defined territory. Responsible for managing the full sales lifecycle, building the go-to-market plan (including direct and indirect business). Territories you will be managing are: North Carolina, South Carolina and Tennessee for State and Local government entities.
What You’ll Do
- Develop new and existing local and state accounts within defined territory.
- 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
- Algin 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
What You’ll Bring
- Must be located in the territory - Tennessee or South Carolina
- Bachelor’s degree
- 8+ 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 process
- Experience leveraging the channel to drive business
- Excellent communication skills
- Ability to travel within region regularly
Nice To Have
- Prior experience selling PAM software solutions
- Completed 2 professional sales training courses (Sandler, SPIN, DISC, TAS, or Miller)
- Strategic Account Management
Better Together
Diversity. Inclusion. They’re more than just words for us. They are the guiding values of how we build our teams, cultivate leaders, and create a culture where people feel connected.
We take care of our employees so they can take care of our customers. Customers who come from all walks of life just like us. We hire incredible people from diverse backgrounds because when we are different together, we are stronger together.
About Us
BeyondTrust is the global identity security leader protecting Paths to Privilege™. Our identity-centric approach goes beyond securing privileges and access, empowering organizations with the most effective solution to manage the entire identity attack surface and neutralize threats, whether from external attacks or insiders.
BeyondTrust is leading the charge in transforming identity security to prevent breaches and limit the blast radius of attacks, while creating a superior customer experience and operational efficiencies. We are trusted by 20,000 customers, including 75 of the Fortune 100, and our global ecosystem of partners.
Learn more at www.beyondtrust.com.
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