Enterprise Account Executive - Federal Civilian

As an Enterprise Account Executive - Federal Civilian at BeyondTrust, your primary responsibilities include managing the complete sales lifecycle from identifying and generating leads to closing new business. You will develop and implement a strategic sales plan for your territory, engage in sales forecasting, strategic relationship development, and coordinate closely with the Vice President, Sales Engineers, and other teams to meet business objectives.

Candidates for the Enterprise Account Executive - Federal Civilian role at BeyondTrust should possess a bachelor’s degree and at least 8 years of sales experience with a proven track record in meeting quotas. Experience selling to federal government accounts is crucial, along with knowledge of enterprise software, SaaS solutions, and Salesforce proficiency. Additionally, candidates should have excellent communication skills and the ability to travel frequently.

BeyondTrust is dedicated to fostering a culture of continual learning and personal growth for its Enterprise Account Executives - Federal Civilian. Employees are encouraged to pursue professional development opportunities, receive coaching from experienced leaders, and receive recognition for their growth and achievements within the company, making it an ideal environment to enhance your career.

The Enterprise Account Executive - Federal Civilian position at BeyondTrust is fully remote, allowing employees the flexibility to work from anywhere in the United States. BeyondTrust promotes a supportive and collaborative online environment, ensuring teamwork and communication are prioritized, even in a remote setting.

As an Enterprise Account Executive - Federal Civilian at BeyondTrust, you will develop sales strategies that prioritize outreach to federal clients, including new product upselling and establishing relationships with channel partners. Effective sales forecasting and constant interaction with prospective clients will play a crucial role in your approach to meet and exceed sales quotas.

When answering this question, focus on specific examples of selling to federal government accounts. Share your understanding of procurement processes and how you've successfully navigated contracts in your previous roles.

Discuss specific strategies that led to exceeding your quotas, such as targeted outreach programs or networking in industry-specific forums. Highlight any frameworks, like MEDDPICC, that you used to structure your sales process.

Share your method for evaluating account potential and prioritizing them based on factors like size, growth potential, and relationship history. Discuss how you maintain your pipeline in Salesforce, tracking key metrics and proactively addressing opportunities.

Emphasize quantifiable accomplishments, such as specific revenue targets met or new clients acquired. Relate these achievements to how they align with BeyondTrust’s objectives and mission in cybersecurity.

Talk about your approach to customer relationship management, emphasizing active communication, understanding client needs, and providing tailored solutions. Share examples of how you've successfully navigated long-term client partnerships.

Illustrate how you effectively collaborate with Sales Engineers, Project Managers, and the Channel team to achieve collective goals. Highlight the importance of sharing insights and supporting your teammates for greater success.

Demonstrate your commitment to professional development by discussing how you stay updated on industry changes, through webinars, trade shows, or reading relevant publications. This shows you are proactive and knowledgeable.

Provide insight into specific challenges encountered, such as navigating intricate procurement processes or competition within the federal market. Detail the actions taken to overcome these obstacles and the resulting successes.

Share your familiarity and experience using Salesforce for managing leads, tracking sales pipeline activities, and producing reports. Discuss how you've effectively utilized these tools to streamline processes and improve efficiency.

Express your enthusiasm for BeyondTrust’s mission in cybersecurity and the opportunity to contribute to the company’s growth. Talk about how the company’s culture of inclusion and support resonates with your values and career aspirations.