Sr Account Executive - Brazil

As a Sr Account Executive at BeyondTrust, you'll be responsible for identifying and qualifying new business opportunities, managing the full sales lifecycle, and building comprehensive go-to-market plans within your territory in Brazil. You will focus on developing both new and existing accounts while collaborating with internal teams to achieve sales targets and maintain accurate sales data.

To be a successful Sr Account Executive at BeyondTrust, candidates should have a Bachelor’s degree or equivalent work experience, along with at least 7 years of customer-facing sales experience in IT-related sectors such as security, PAM, or identity management. Strong communication skills, a proven sales track record, and the ability to establish relationships with senior IT professionals are key qualifications.

The sales forecasting process for a Sr Account Executive at BeyondTrust involves maintaining an organized sales pipeline using Salesforce, accurately predicting monthly and annual sales outcomes based on potential leads and existing relationships, and adapting strategies accordingly to meet or exceed established quotas. Active prospecting and relationship building are crucial components of this process.

A Sr Account Executive at BeyondTrust utilizes Salesforce for sales pipeline management and data accuracy. Additionally, they may leverage CRM tools for customer relationships, analytics software for market insights, and presentation tools for product demonstrations to prospects and clients, ensuring seamless communication and sales execution.

BeyondTrust fosters a culture of continuous learning and personal growth for its Sr Account Executives. This includes access to professional development resources, training programs, collaboration with experienced team members, and opportunities to engage in corporate events, all designed to encourage individual success and ongoing career advancement.

When describing your sales process, emphasize the key phases: research, prospecting, qualification, presentation, and closing. Highlight how you customize your approach for each client, focusing on their unique needs, and share a specific example of how this led to a successful sale.

Explain your method for handling objections by actively listening to the client's concerns and addressing them with well-informed responses. Provide examples of past experiences where you turned a client objection into an opportunity, reinforcing the value of BeyondTrust's offerings.

Discuss the key performance indicators you track, such as sales quotas, lead conversion rates, customer retention rates, and overall revenue generated. Mention how you use these metrics to adjust your strategy and continue striving for improvement.

Talk about the resources you utilize, such as industry publications, online webinars, networking events, and community forums. Emphasize your commitment to staying informed about cybersecurity developments to better serve your clients.

Share a specific example of a challenging sale, including the obstacles you faced and the strategies you employed to overcome them. Highlight your resilience and adaptability, and explain the positive outcome that resulted from your efforts.

Explain your strategies for prioritizing accounts based on potential revenue, engagement level, and urgency. Discuss how you effectively use tools and schedules to manage your time, ensuring you give attention to high-priority clients while maintaining relationships with others.

Outline your experience using Salesforce for sales data management, lead tracking, and forecasting. Highlight any specific functionalities you leverage to enhance productivity and track performance, reinforcing your capability to adapt quickly to BeyondTrust's systems.

Talk about your various lead generation strategies, including utilizing social media, attending trade shows, networking within industry circles, and leveraging existing relationships. Emphasize the importance of employing a combination of methods to create a diverse pipeline.

Discuss your approach to relationship-building, which may include regular communication, scheduled check-ins, and providing value beyond necessary sales pitches. Emphasize your focus on understanding clients' evolving needs to foster long-term partnerships.

Share your intrinsic motivations, such as the satisfaction of solving customer challenges, the thrill of closing a deal, or the excitement of working with a team towards a common goal. Provide examples of how these motivations drive your performance as a Sr Account Executive.