Account Executive (Federal Civilian)

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

Identify, generate, qualify, and close new business for Federal Civilian customers and prospects in a defined territory. Responsible for managing the full sales lifecycle, building the gotomarket plan (including direct and indirect business).

What You’ll Do

• Develop new and existing Federal Civilian accounts within the defined territory.
• Establish and deliver a sales strategy which outlines a roadmap to quota attainment
• Sales forecasting, lead generation, prospecting, and strategic relationship development
• Upsell ‘New Product’ to existing customers.
• Develop and manage new logo adoption campaigns
• Partner closely with the Vice President, SEs, PMs and wider POD to deliver strategic goals
• Align with the Channel team and Channel Partners to deliver value to our customers and BeyondTrust wherever possible
• Align with the SDR team to proactively cover your total addressable market (focus and nonfocus territory accounts)
• Attend industry 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

  • 3+ years’ quotacarrying sales experience with a demonstrated track record of consistently meeting or exceeding annual quota
  • Previous experience selling to the Federal Government, specifically Civilian Agencies (Treasury highly desirable)
  • Experience with enterprise software, IT services, SaaS, IoT or related managed services sales to global organizations
  • Located within convenient reach of customers in the Washington DC area
  • Experience with Salesforce
  • Experience leveraging the channel to drive business
  • Excellent communication skills
  • Ability to travel more than 50%

  • Nice To Have

    • Prior experience selling PAM software solutions
    • Competent in professional selling methodologies like Sandler, MEDDPICC, Miller Heiman, Challenger)
    • Strategic Account Management

    • 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 identitycentric 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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