Enterprise Account Manager

Responsibilities

The Enterprise Account Manager will lead the sales process for the BeyondTrust software portfolio, focusing on expanding existing accounts and cultivating new business within the enterprise segment. They will act as a trusted advisor to senior stakeholders, providing accurate sales forecasts and collaborating with internal teams to deliver value-added security solutions.

Requirements

Candidates must have a proven track record of driving SaaS adoption within global enterprise accounts and consistently exceeding revenue quotas. Strong experience in managing complex sales cycles, engaging C-level executives, and deep knowledge of the software security market are essential.

Skills

• SaaS sales
• Enterprise account management
• Sales forecasting
• Relationship building
• Strategic planning
• Software security
• C-level engagement
• Negotiation
• Salesforce
• Upselling
• Consultative selling
• Lead generation
• Market analysis
• Presentation skills
• Stakeholder management

Benefits

• Flexibility
• Continual learning

About this role

BeyondTrust is a place where you can bring your purpose to life through the work that you do, creating a safer world through our cyber security SaaS portfolio.
Our culture of flexibility, trust, and continual learning means you will be recognized for your growth, and for 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.
The Role:
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.
Join our team as an Enterprise Account Manager and be a vital force in propelling BeyondTrust's industry-leading solutions to new heights, creating long-lasting partnerships and delivering enhanced security measures for your clients.
What You’ll Do:
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.
What You’ll Bring:
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.
Better Together
Diversity. Inclusion. They’re more than just words for us. They are the guiding values of how we build our teams, cultivate leaders, and create a culture where people feel connected.
We take care of our employees so they can take care of our customers. Customers who come from all walks of life just like us. We hire incredible people from diverse backgrounds because when we are different together, we are stronger together.
About Us
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.
BeyondTrust is leading the charge in transforming identity security to prevent breaches and limit the blast radius of attacks, while creating a superior customer experience and operational efficiencies. We are trusted by 20,000 customers, including 75 of the Fortune 100, and our global ecosystem of partners.
Learn more at www.beyondtrust.com.
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About BeyondTrust

Software Development · 1,001-5,000 employees · headquartered in Johns Creek, Georgia · founded 1985