The Role
The Account Executive II will manage a defined sales territory and be responsible for delivering against a quota goal for the territory. The Account Executive II will identify, generate, qualify, and close new business for customers and prospects in a defined territory, 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 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 the wider pod to deliver territory goals
* Align 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 the CRM system
What You’ll Bring
* Bachelor’s degree or equivalent work experience
* 2‑4+ years of customer‑facing sales experience with security, PAM, identity management, or IT related software
* 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
Nice To Have
* Completed sales training (Sandler, SPIN, DISC, TAS, Miller)
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