BeyondTrust - Enterprise Account Manager
Requirements
• Proven track record of successfully driving the adoption of SaaS solutions within enterprise accounts, with expertise in forecasting, sales planning, and sales operations. • Experience in selling to global enterprise customers, handling deal sizes in the high six figures and beyond. • Consistent history of surpassing revenue quotas and achieving new customer adoption goals. • Demonstrated ability to engage and influence C-level executives. • Adopts a consultative and value-driven approach to building client relationships. • Exceptional verbal and written communication skills. • Relevant experience in the Software Security market, displaying a genuine passion for our product and industry. • Established reputation as a high-integrity top performer. • Strong connections with senior-level security professionals among customers and partners. • Experience with industry recognized sales methodologies, e.g., Challenger, SPIN, MEDDIC, Solution Selling. • Experience with Salesforce CRM. • Coachable with a commitment to continual learning and growth. • 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. • 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.
Responsibilities
• Lead the way in growing and expanding existing accounts, as well as cultivating new business opportunities. • Source, develop, and successfully close complex software security programs within the Enterprise segment. • Identify key decision makers and build strong relationships with senior stakeholders. • Consistently meet and surpass quarterly sales targets. • Provide accurate sales forecasts for all activities within your territory. • Create and execute a comprehensive pursuit plan for Enterprise accounts, leveraging our solution platform effectively. • Capitalize on upselling opportunities with existing customers. • Collaborate with our solutions engineering team to deliver product demonstrations for potential clients. • Conduct meetings with clients, delivering compelling presentations and proposing value-added services. Skilfully negotiate and influence to achieve successful outcomes. • Serve as a trusted advisor to clients, remaining up to date with technical and industry information. Provide regular reports on industry trends and market conditions. • Support and participate in corporate tradeshows and events. • Maintain effective communication with internal stakeholders within Channel Management, Customer Success, Marketing and Professional Services etc. • Manage, follow up on, and qualify all leads, ensuring accurate tracking within the CRM system (Salesforce). • Proactively generate new business opportunities and establish new relationships. • Drive engagements at the C-level and foster relationships with key stakeholders across complex organizations.
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