The Role
The Account Executive II will manage a defined sales territory and be responsible for delivering against a quota goal for that territory. You will identify, generate, qualify, and close new business for customers and prospects in the territory. You will manage the full sales lifecycle and build the go-to-market plan, including direct and indirect business.
What You'll Do
- Develop new and existing accounts within a defined territory
- Complete and maintain a territory sales plan that outlines a road map to success
- Meet or exceed your monthly and annual quota by proactively prospecting for all product lines and opportunities with new and existing customers
- Own sales forecasting, lead generation, prospecting, and account management through the close cycle
- Maintain accurate whitespace data on customer and focus prospect accounts
- Partner closely with SEs, PAMs and the wider POD to deliver territory goals
- Align with the Channel team and Channel Partners to deliver value to customers and BeyondTrust wherever possible
- Align with the 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
- Own the full end-to-end sales cycle, including running sales meetings, working closely with your SE and partner network, and managing a deal through to close
- Act as an advisor to prospects to understand whether their needs could be met with the BeyondTrust product portfolio
- Understand and document customers' business and IT strategies, priorities, and goals, and capture this data accurately in the CRM system
What You'll Bring
- Ideally 5+ years of customer-facing sales experience with security, PAM, Identity Management, or IT-related software
- Proven track record of meeting or exceeding sales quota
- Excellent communication and influencing skills
- Demonstrated ability to effectively present and sell a technical solution
- Strong communication, negotiation, and organizational skills; this position has a heavy emphasis on telephone-based activity
- Ability to work in a team selling environment
- Experience with Salesforce.com
- Ability to find and uncover new opportunities with prospects and existing business, including cold calling and hunting for business
- Demonstrated negotiation skills
Better Together
Diversity and inclusion are guiding values in how BeyondTrust builds teams, cultivates leaders, and creates a culture where people feel connected. The company hires people from diverse backgrounds because when we are different together, we are stronger together.
