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Summary:
- BeyondTrust is a cybersecurity SaaS company, creating a safer world through its innovative portfolio.
- The company offers a flexible, trust-based culture that emphasizes continual learning, growth, and the impact employees make on the organization’s success.
- The Account Executive will be responsible for managing a defined sales territory and achieving sales goals by identifying, generating, qualifying, and closing new business.
- This role involves managing the full sales lifecycle, developing go-to-market strategies, and working with cross-functional teams to deliver business objectives.
Responsibilities:
- Develop new and existing accounts within a defined territory.
- Complete and maintain a territory sales plan which outlines a road map to success.
- Meet or exceed monthly and annual sales quotas by proactively prospecting for all product lines and opportunities with new and existing customers.
- Handle sales forecasting, lead generation, prospecting, and account management throughout the sales cycle.
- Maintain accurate whitespace data on customer and prospect accounts.
- Partner with Sales Engineers (SE’s), Partner Account Managers (PAM’s), and the broader team to deliver territory goals.
- Collaborate with Channel teams and Channel Partners to deliver value to customers and BeyondTrust.
- Align with the Sales Development Representative (SDR) team to cover the full addressable market.
- Attend corporate trade shows and events.
- Maintain sales pipeline activity in Salesforce.
- Schedule and conduct product demonstrations and presentations to prospects, customers, and partners.
- Lead RFP responses for assigned accounts.
- Manage the full end-to-end sales cycle, including sales meetings, deal management, and closing deals.
- Act as an advisor to prospects to assess how their needs can be met with BeyondTrust’s products.
- Understand and document customers’ business and IT strategies, goals, and priorities, and capture them accurately in CRM systems.
Requirements:
- Bachelor’s degree or equivalent work experience.
- 2-4+ years of customer-facing sales experience in security, Privileged Access Management (PAM), Identity Management, or IT-related software.
- Proven track record of meeting or exceeding sales quotas.
- Excellent communication and influencing skills.
- Demonstrated ability to effectively present and sell technical solutions.
- Strong communication, negotiation, and organizational skills with an emphasis on telephone-based activity.
- Ability to work effectively in a team-selling environment.
- Experience with Salesforce.com.
- Ability to uncover new opportunities with both prospects and existing business, including cold calling and business hunting.
- Strong negotiation skills.
Benefits:
- Inclusive culture focused on diversity, belonging, and employee well-being.
- Global leadership in identity and access security.
- A chance to work with a diverse, talented team that encourages growth and innovation.
- Opportunity to work in an organization trusted by 20,000 customers, including 75 of the Fortune 100.
