BeyondTrust

Enterprise Account Manager, Local and State

BeyondTrust • $110K — $130K *
Austin, TX 78745In-Person
Enterprise Technology
8 - 10 years of experience
Today
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Job Overview by Ladders

Qualifications

  • Must be located in the territory
  • Bachelor's degree
  • 8+ years' sales experience with a proven track record
  • Familiarity with enterprise software, IT services, SaaS, IoT, or managed services sales
  • Experience with Salesforce and commanding the sales process
  • Proven ability to leverage channel partners
  • Excellent communication skills

Responsibilities

  • Develop new and existing local and state accounts
  • Establish and deliver a sales strategy for quota attainment
  • Conduct sales forecasting, lead generation, and strategic relationship development
  • Upsell new products to existing customers
  • Work with Account Executives to pursue add-on opportunities
  • Maintain whitespace for all focus customers
  • Collaborate closely with various teams to achieve strategic goals
  • Align with channel partners to enhance customer value
  • Proactively cover the total addressable market with the SDR team
  • Attend corporate trade shows and conduct presentations to prospects and partners
  • Lead RFP responses for accounts
  • Maintain sales pipeline in Salesforce

Benefits

  • Collaborative work environment with cross-departmental partnerships
  • Opportunities for attendance at corporate trade shows and events
  • Access to professional sales training programs
  • Potential for career advancement in a growing company
  • Dynamic territory with a mix of local and state accounts
Full Job Description
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).

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
  • 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

#LI-JC1

About BeyondTrust

BeyondTrust is a cybersecurity company that provides solutions for privileged access management, vulnerability management, and remote access management. The company was founded in 2006 and is headquartered in San Diego, California. BeyondTrust's products are used by organizations in various industries, including finance, healthcare, and government. The company has received numerous awards for its products, including the SC Award for Best Vulnerability Management Solution and the CRN Tech Innovator Award for Privileged Access Management.
Learn more about BeyondTrust
Size
1,000 employees
Industry
Enterprise Technology
* Ladders Estimates

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