Account Executive II

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:

The Account Executive II will manage a defined sales territory and be responsible for delivering against a quota goal for the defined territory. The Account Executive II will 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) with a focus on mid market accounts.

What You’ll Do:

• Develop new and existing accounts within a defined territory
• Complete and maintain a territory sales plan which outlines a road map to success
• Responsible for meeting or exceeding your monthly and annual quota. by proactively prospecting for All Product Lines and opportunities with new and existing customers
• Responsible for 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 SE’s, PAM’s and wider POD to deliver territory goals
• Algin 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
• Own full end-to-end sales cycle, including running sales meetings, working closely with your SE and partner network, 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; capture this data accurately in CRM system

What You’ll Bring:

• Bachelor’s degree or equivalent work experience
• 2-4+ years customer-facing sales experience with security, PAM, Identity Management, or IT related software, SaaS
• 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 required.  This position will have 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, cold calling and hunting for business
• Demonstrated negotiation skills

Performance Standards

Leading

• Value of Pipeline Created per Week/Month/Qtr
• Number of Client Interactions per Wk/Month/Qtr
• Number of Partner Interactions per Week/Month/Qtr
• Number of Opps Created per Week/Month/Qtr
• Number of Demos per Week/Month/Qtr

Lagging

• Attainment vs Revenue Quota
• Value of Total 12-month Weighted Pipeline
• Win Rate (Opps Created: Closed Won)
• Average Sales Price
• New Business/New Product/New Logo Bookings
• Forecasting Accuracy Score (Monthly/Quarterly)

Core Competencies

• Use of Force Management Assets
• Use of MEDDPICC Qualification
• Preparation, Planning, and Prioritization
• Engagement of Buying Center Stakeholders
• Executive-level Communication
• Objection Mitigation
• Problem Discovery
• Solution Understanding and Evangelism
• Influencing Outcomes
• Give-get Negotiation
• Urgency, Tenacity, and Accountability
• Learning with a Growth Mindset
• Teaching
• Positivity and Resilience

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 worldwide leader in intelligent identity and access security, enabling organizations to protect identities, stop threats, and deliver dynamic access. We are leading the charge in innovating identity-first security and are trusted by 20,000 customers, including 75 of the Fortune 100, plus a global ecosystem of partners.

Learn more at www.beyondtrust.com. 

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