Job Title: Federal Account Manager, Combatant Commands
Company: BeyondTrust Source: weworkremotely Location: Remote, United States
About BeyondTrust
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 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.
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. We are trusted by 20,000 customers, including 75 of the Fortune 100.
Learn more at www.beyondtrust.com.
The Role
The Enterprise Account Manager - DoD/Combatant Commands will manage a defined sales territory and be responsible for delivering against a quota goal. You will identify, generate, qualify, and close new business for customers and prospects. You are responsible for managing the full sales lifecycle and building the go-to-market plan, including direct and indirect business.
What You’ll Do
- Develop new and existing accounts within the US Department of Defense (DOD)/War (DOW).
- Complete and maintain a territory sales plan which outlines a roadmap to success.
- Meet or exceed monthly and annual quotas by proactively prospecting for all product lines and opportunities.
- Manage 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 the Vice President, SEs, PAMs, and the wider POD to deliver strategic goals.
- Align with the Channel team and Channel Partners to deliver value to our customers and BeyondTrust.
- 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.
What You’ll Bring
- Bachelor’s degree or equivalent work experience.
- 5+ years of customer-facing sales experience with security, PAM, Identity Management, or IT-related software.
- Sales experience in the DOD Unified Combatant Commands and DOD Fourth Estate accounts.
- Familiarity with federal buying vehicles such as ESI, GSA, CHESS/ITES, etc.
- Knowledge of the federal government channel of VADs and VARs.
- Proven track record of meeting or exceeding sales quotas.
- Established network and relationships with senior IT professionals.
- Excellent communication and influencing skills.
- Ability to travel within the defined region.
Nice to Have
- Completed sales training (Sandler, SPIN, DISC, TAS, Miller).
What Will Make You Successful
- Conviction and Commitment: You have an unshakable belief that BeyondTrust’s products will improve the world.
- A True Team Player: You are the best at what you do and know how to work with teammates to get their best.
- Energy and Enthusiasm: You believe in what we’re doing and won’t stop at anything to deliver on your goals.
- Excellent Communication: You know what to say and, more importantly, how to say it.
- Ownership: You take ownership of your results, look for ways to improve, and see challenges as opportunities.
- Go-Getter: Willing to go the extra mile with a strong work ethic; self-directed and resourceful.
Better Together
Diversity and inclusion are the guiding values of how we build our teams, cultivate leaders, and create a culture where people feel connected. We hire incredible people from diverse backgrounds because when we are different together, we are stronger together.
To apply: Click here to apply via We Work Remotely