Enterprise Account Executive - job 1 of 2

The primary responsibilities of an Enterprise Account Executive at BeyondTrust include identifying and generating new business opportunities, managing a defined territory, and being accountable for the entire sales lifecycle. This involves developing both new and existing client relationships and ensures a proactive approach to meeting monthly and annual sales quotas. Collaboration with teams across the organization is also vital to strategically reach and close business with various stakeholders.

To qualify for the position of Enterprise Account Executive at BeyondTrust, you need a Bachelor’s degree or equivalent experience along with at least 5 years of customer-facing sales experience in security, PAM, Identity Management, or IT-related software. A proven track record of meeting or exceeding sales targets and strong communication and influencing skills are also essential.

BeyondTrust is committed to the professional growth of its employees, including Enterprise Account Executives. The company nurtures a culture of continual learning, recognizes efforts towards personal development, and provides opportunities to participate in sales training programs. This focus on growth helps individuals realize their potential while contributing to the overall success of the organization.

The Enterprise Account Executive role at BeyondTrust is primarily focused on the Central Time Zone in the United States. This defined territory allows you to concentrate your sales efforts effectively while developing close relationships with clients and prospects in that region.

As an Enterprise Account Executive at BeyondTrust, you can expect a dynamic and inclusive company culture that values diversity and collaboration. The company prides itself on creating an environment where individuals feel supported and inspired to succeed. You'll work with teams that encourage engagement and empower you to bring your purpose to life while making a positive impact.

Prioritizing potential leads effectively involves assessing the potential value, urgency, and alignment with your overall strategy. Utilizing a CRM tool like Salesforce can help organize leads based on criteria such as engagement level or fit with ideal customer profiles. Provide specific examples from your past where prioritization influenced your success.

My approach to meeting sales quotas involves creating a structured sales plan detailing quarterly and monthly goals. I believe in maintaining consistent lead generation and nurturing relationships with existing clients. I also emphasize adaptability, as market conditions and client needs can shift, necessitating real-time adjustments to my strategy.

I once faced a challenging deal involving multiple stakeholders across different departments. To close the deal, I conducted well-prepared meetings where I addressed each stakeholder's specific concerns, emphasizing how our solution aligned with their goals. I followed up diligently, which ultimately led to a successful close.

Leveraging my network involves maintaining relationships with contacts in similar industries and actively engaging with them on professional platforms. I provide value to my network through sharing insights and resources, which in turn opens conversations that can lead to referrals or direct opportunities.

I primarily use Salesforce for managing my sales pipeline, as it offers comprehensive tracking and analytics features. Additionally, I integrate tools like LinkedIn for networking and outreach, and a project management tool to stay organized across various tasks and priorities.

In handling objections, I focus on active listening to fully understand the prospect's concerns. I then address each concern transparently, presenting evidence-based solutions and previous case studies that may alleviate doubts, ensuring the prospect feels understood and valued.

I stay updated on industry trends by subscribing to respected cybersecurity publications, attending conferences and webinars, and networking with industry professionals. Engaging with thought leaders on platforms like Twitter also helps me keep a pulse on emerging technologies and market shifts.

Building relationships with clients involves consistent, value-driven communication. I focus on understanding their evolving needs, regularly check in, and provide insights or assistance that showcase my commitment to their success. This helps in nurturing trust and loyalty.

I have extensive experience orchestrating product demonstrations, tailoring the presentation to meet the unique challenges and needs of the stakeholders present. This personalized approach ensures demonstrations are relevant and impactful, often increasing purchase interest.

I am particularly drawn to BeyondTrust because of its commitment to innovation in cybersecurity and its collaborative culture. The opportunity to sell cutting-edge solutions that truly make a difference resonates with my career goals, and I admire BeyondTrust's focus on diversity and inclusion as foundational values.