Enterprise Account Manager, Fed Civilian

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).

What You’ll Do

• Develop new and existing 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.

What You’ll Bring

• 5+ years’ quota-carrying sales experience with a demonstrated track record of consistently meeting or exceeding annual quota.
• Proven success of engaging and selling to Federal Civilian Agencies.
• Based in the DC area, with flexibility to travel for customer meetings, partner engagements, and collaboration with the broader sales pod, building strong relationships, maintaining visibility, and driving success.
• 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.
• Experience leveraging the channel to drive business.
• Excellent communication skills.
• Ability to travel within the 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.