Enterprise Account Manager

As an Enterprise Account Manager, you will own the sales process for the complete BeyondTrust portfolio of software products, focused specifically on enterprise clients. Building effective relationships, you will act as a trusted advisor throughout the sales process and play a crucial role in driving sales and delivering value to our customers. We are looking for a candidate who has consistently achieved or exceeded targets in their previous roles. Your experience should demonstrate your ability to effectively collaborate with major global organizations, including those with complex structures and multiple decision makers.

Responsibilities

Lead the way in growing and expanding existing accounts, as well as cultivating new business opportunities; Source, develop, and successfully close complex software security programs within the Enterprise segment; Identify key decision makers and build strong relationships with senior stakeholders; Consistently meet and surpass quarterly sales targets; Provide accurate sales forecasts for all activities within your territory; Create and execute a comprehensive pursuit plan for Enterprise accounts, leveraging our solution platform effectively; Capitalize on upselling opportunities with existing customers; Collaborate with our solutions engineering team to deliver product demonstrations for potential clients; Conduct meetings with clients, delivering compelling presentations and proposing value-added services; Skilfully negotiate and influence to achieve successful outcomes; Serve as a trusted advisor to clients, remaining up to date with technical and industry information; Provide regular reports on industry trends and market conditions; Support and participate in corporate tradeshows and events; Maintain effective communication with internal stakeholders within Channel Management, Customer Success, Marketing and Professional Services etc.; Manage, follow up on, and qualify all leads, ensuring accurate tracking within the CRM system (Salesforce); Proactively generate new business opportunities and establish new relationships; Drive engagements at the C-level and foster relationships with key stakeholders across complex organizations

Requirements

Proven track record of successfully driving the adoption of SaaS solutions within enterprise accounts, with expertise in forecasting, sales planning, and sales operations; Experience in selling to global enterprise customers, handling deal sizes in the high six figures and beyond; Consistent history of surpassing revenue quotas and achieving new customer adoption goals; Demonstrated ability to engage and influence C-level executives; Adopts a consultative and value-driven approach to building client relationships; Exceptional verbal and written communication skills; Relevant experience in the Software Security market, displaying a genuine passion for our product and industry; Established reputation as a high-integrity top performer; Strong connections with senior-level security professionals among customers and partners

Nice to have

Experience with industry recognized sales methodologies, e.g., Challenger, SPIN, MEDDIC, Solution Selling; Experience with Salesforce CRM; Coachable with a commitment to continual learning and growth