Enterprise Account Manager, SLED

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). LOCATION: This is a remote role but due to accounts/territory covered candidates need to reside in the Great Lakes region (IL, MI, OH, IN, WI) ideally near an airport for ease of travel. Customer Segment: Higher Education (Public Sector) What You'll Do • Develop new and existing accounts within defined territory. Prior SLED experience required. • 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 covered • 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 • Experience leveraging the channel to drive business • Excellent communication skills • Ability to travel within region 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