[Remote] Sr Account Executive, Higher Education- Remote

Note: The job is a remote job and is open to candidates in USA. BeyondTrust is a global leader in identity security, dedicated to creating a safer world through their cybersecurity SaaS portfolio. The Sr Account Executive will manage a defined sales territory focused on higher education, responsible for generating and closing new business, and maintaining relationships with existing clients. This role requires strong sales skills and the ability to work collaboratively with various teams to achieve territory goals.

Responsibilities

• Develop new and existing accounts within a defined territory focused on higher education accounts
• 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
• 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 CRM system

Skills

• Bachelor's degree or equivalent work experience
• 5+ years customer-facing sales experience with security, PAM, Identity Management, or IT related software
• Proven track record of meeting or exceeding sales quota focused on higher education accounts
• 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 working with partners, resellers, regional distributors
• 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
• Undertaken relevant sales training
• Knowledge of security, PAM, identity management, or IT related software a plus

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