Enterprise Account Manager, SLED
At a glance
Manager-level Account Management role at BeyondTrust. Remote, United States.
Pay not stated
growthroles summary, based on the employer's posting.
What you'll do
- Build territory plans and take new opportunities from prospecting through qualification and close
- Grow higher-education accounts, find add-on and new-product sales, and protect whitespace across focus customers
- Set a route to quota, forecast sales, and develop strategic customer relationships
- Coordinate with account executives, channel partners, SDRs and internal teams to pursue territory opportunities
- Run product demos, manage Salesforce pipeline activity, attend events and lead account RFP responses
What you bring
- You live in the territory covered, within the Great Lakes region
- A bachelor’s degree and at least eight years of sales experience are required
- You have a record of meeting or beating annual quotas and selling enterprise software, SaaS or related services
- You bring Salesforce experience, channel-led selling ability and prior SLED experience
Who this fits
This remote role suits an experienced seller focused on public-sector higher education accounts and new business across a defined territory. You must reside in Illinois, Michigan or another listed Great Lakes state and be able to travel within the region.
From the employer
BeyondTrust is a place where you can bring your purpose to life through the work that you do, creating a safer world through our cybersecurity SaaS portfolio.
Our culture of flexibility, trust, and continual learning means you will be recognized for your growth, and for the impact you make on our success. You will be surrounded by people who challenge, support, and inspire you to be the best version of yourself.
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).
LOCATION: This is a remote role but due to accounts/territory covered candidates need to reside in the Great Lakes region (IL, MI, OH, IN, WI) ideally near an airport for ease of travel.
Customer Segment: Higher Education (Public Sector)
What You’ll Do
- Develop new and existing accounts within defined territory. Prior SLED experience required.
- 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
- 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
- Must be located in the territory covered
- 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
- Experience leveraging the channel to drive business
- Excellent communication skills
- Ability to travel within region
Nice To Have
- Prior experience selling PAM software solutions
- Completed 2 professional sales training courses (Sandler, SPIN, DISC, TAS, or Miller)
- Strategic Account Management
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.
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.
Learn more at www.beyondtrust.com.
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