Sr Account Executive, Federal Systems Integrators

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). This role will work with a select group of strategic Federal Systems Integrators to manage sell-to, sell through, and sell-with. You will partner directly with the Federal Sales team to ensure alignment, strategy and overall GTM engagement.

What You’ll Do

• Develop new and existing accounts within defined territory.
• Understand key programs that assigned accounts are awarded or pursuing and how BT will align.
• 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

• Must be located in the territory covered (Washington DC, Virginia, or Maryland)
• Bachelor’s degree
• 2+ 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