The Role:
The Enterprise Account Manager- DoD/Combatant Commands will manage a defined sales territory and be responsible for delivering against a quota goal for the defined territory. You will 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 accounts within the US Department of Defense (DOD)/War (DOW)
- Complete and maintain a territory sales plan which outlines a road map to success
- Responsible for meeting or exceeding your monthly and annual quota. by proactively prospecting for All Product Lines and opportunities with new and existing customers
- Responsible for sales forecasting, lead generation, prospecting, and account management through the close cycle
- Maintain accurate Whitespace data on customer and focus prospect accounts
- Partner closely with Vice President, SE's, PAM'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:
- Bachelor's degree or equivalent work experience
- 5+ years customer-facing sales experience with security, PAM, Identity Management, or IT related software
- Sale experience in the DOD Unified Combatant Commands and DOD Forth Estate accounts.
- Familiar with federal buying vehicles such as ESI, GSA, CHESS/ITES, etc
- Knowledge of the federal government channel of VADs and VARs
- Proven track record of meeting or exceeding sales quota
- Established network and relationships with senior IT professionals
- Excellent communication and influencing skills
- Ability to travel within defined region
Nice To Have:
- Completed sales training (Sandler, SPIN, DISC, TAS, Miller)
What Will Make You Successful:
- Conviction and Commitment. You have an unshakable belief that BeyondTrust's products will improve the world - one person at a time. Once you get it, you go all the way.
- A True Team Player. You're the best at what you do, and you know how to work with your teammates to get their best.
- Energy and Enthusiasm. You believe in what we're doing and won't stop at anything to deliver on your goals.
- Excellent Communication. You know what to say and more importantly, how to say it.
- Ownership - you take ownership of your results and often look for ways to improve; you see challenges as opportunities instead of obstacles
- Go-Getter. Willing to go the extra mile with a strong work ethic; self-directed and resourceful
