Enterprise Account Manager, Local and State

About the role

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).

Responsibilities

• 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.
• Align 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.

Requirements

• Must be located in the territory - Tennessee or South Carolina.
• 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.
• Able to travel within region regularly.

Qualifications

• Nice To Have:
• Prior experience selling PAM software solutions.
• Completed 2 professional sales training courses (Sandler, SPIN, DISC, TAS, or Miller).
• Strategic Account Management.

Skills

• Strong sales skills.
• Ability to work independently and as part of a team.
• Effective communication and presentation skills.
• Knowledge of enterprise software, IT services, SaaS, IoT or related managed services.
• Experience with Salesforce.

Benefits

• 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.
• We hire incredible people from diverse backgrounds because when we are different together, we are stronger together.

Pay

Commensurate with experience.

Schedule

Varies based on business needs.