Enterprise Account Manager - Federal DOD
Location
Frankfurt am Main | Germany
Job description
Enterprise Sales; Remote Washington, DC I Remote United States
BeyondTrust is a place where you can bring your purpose to life through the work that you do, creating a safer world through our cyber security 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:
As an Federal Enterprise Account Manager at BeyondTrust, you will be responsible for driving sales of cyber security solutions into a dedicated set of accounts in the Federal DOD and 4th Estate segment in the US. The successful candidate will have an extended group of accounts. Responsible for managing the full sales lifecycle, building the go-to-market plan (including direct and indirect business).
What You’ll Do:
- Develop new and existing accounts within defined territory / segment
- 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 or relative experience.
- Prior Federal Gov sales experience with DOD accounts
- 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
- 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
Performance Standards:
- Attainment of annual and quarterly sales quota
- Pipeline creation to minimum 4x quota coverage
- Accuracy in Salesforce
- Forecast Accuracy +/- 10%
- Accurate maintenance of Whitespace for focus accounts identified as Attain / Growth
Core Competencies:
- Negotiation and Persuasiveness
- Results Orientation
- Creative
- Sense of ownership and accountability
- Positivity and resilience
- Sociability and networking
Selling Cybersecurity
Our Sales team are trusted advisors to our customers, helping them to protect identities and stop cyber threats with our industry-recognized portfolio of intelligent identity and access security solutions. Together, we work to provide:
- Openness and collaboration – we win as a team!
- A product you believe in – our solutions are Gartner and Forrester recognized.
- Transparent leadership and uncapped commission
- A sales enablement program and culture of continuous learning
- A path of clear progression
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 worldwide leader in intelligent identity and access security, enabling organizations to protect identities, stop threats, and deliver dynamic access. We are leading the charge in innovating identity-first security and are trusted by 20,000 customers, including 75 of the Fortune 100, plus a global ecosystem of partners.
"BeyondTrust feels like a close-knit community even as we continue to grow."
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