Enterprise Account Manager, Local and State

About 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). Territories you will be managing are: North Carolina, South Carolina, and Tennessee for State and Local government entities.

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 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 sales process.
• Experience leveraging the channel to drive business.
• Excellent communication skills.
• Ability to travel within region regularly.

Nice to Have

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

About Us

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.

Diversity and inclusion are guiding values of how we build our teams, cultivate leaders, and create a culture where people feel connected. We hire incredible people from diverse backgrounds because when we are different together, we are stronger together.