BeyondTrust is a place where you can bring your purpose to life through the work that you do, creating a safer world through our cybersecurity 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 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). This role will work with a select group of strategic Federal Systems Integrators to manage sell-to, sell through, and sell-with. You will partner directly with the Federal Sales team to ensure alignment, strategy and overall GTM engagement.
What You’ll Do
- Develop new and existing accounts within defined territory.
- Understand key programs that assigned accounts are awarded or pursuing and how BT will align.
- 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.
- Work with assigned Account Executive – Enterprise Assist’s to intelligently cover and proactively hunt for Add-on opportunity within territory.
- Maintain whitespace for all focus customers.
- Partner closely with Vice President, SE’s, PM’s and wider POD to deliver strategic 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
What You’ll Bring
- Must be located in the territory covered (Washington DC, Virginia, or Maryland)
- Bachelor’s degree
- 2+ years’ sales experience with a demonstrated track record of consistently meeting or exceeding annual quota
- Experience with enterprise software, IT services, SaaS, IoT or related managed services sales to global organizations
- Experience with Salesforce
- Able to command sales message and sale
- Experience leveraging the channel to drive business
- Excellent communication skills
- Ability to travel within region
Nice To Have
- Prior experience selling PAM software solutions
- Completed 2 professional sales training courses (Sandler, SPIN, DISC, TAS, or Miller)
- 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 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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Skills Required
- Bachelor's degree
- 8+ years' sales experience
- Experience with Salesforce
- Experience with enterprise software or IT services sales
BeyondTrust Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about BeyondTrust and has not been reviewed or approved by BeyondTrust.
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Healthcare Strength — Medical coverage includes PPO and HDHP options, with company-paid dental and company-paid vision for employees and dependents, plus employer HSA contributions for HDHP enrollees.
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Retirement Support — A 401(k) plan through Fidelity provides an immediate company match with full vesting, supporting long-term savings.
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Leave & Time Off Breadth — Flexible PTO is paired with 13 paid holidays and a sabbatical after seven years. Paid parental leave is also available.
BeyondTrust Insights
What We Do
BeyondTrust is the worldwide leader in Privileged Access Management (PAM), empowering organizations to secure and manage their entire universe of privileges. Our integrated products and platform offer the industry's most advanced PAM solution, enabling organizations to quickly shrink their attack surface across traditional, cloud and hybrid environments. The BeyondTrust Universal Privilege Management approach secures and protects privileges across passwords, endpoints, and access, giving organizations the visibility and control they need to reduce risk, achieve compliance, and boost operational performance. We are trusted by 20,000 customers, including 78 of the Fortune 100, and a global partner network.
