Senior Account Executive, Federal Systems Integrators

This is a fully remote position, open to applicants in Maryland, +2 more states.

📋 Description

• Identify, cultivate, qualify, and finalize new business opportunities for clients and prospects within a specified territory.

• Oversee the complete sales lifecycle, developing the go-to-market strategy (including both direct and indirect business).

• This position will collaborate with a select group of strategic Federal Systems Integrators to manage sell-to, sell-through, and sell-with initiatives.

• You will work closely with the Federal Sales team to ensure strategic alignment, engagement, and overall go-to-market collaboration.

• Expand both new and existing accounts within the defined territory.

• Gain insight into key programs that assigned accounts are pursuing or have been awarded, and determine how BT will align with these efforts.

• Create and implement a sales strategy that outlines a clear roadmap to achieve quota.

• Engage in sales forecasting, lead generation, prospecting, and the development of strategic relationships.

• Promote ‘New Product’ offerings to current customers.

• Collaborate with the assigned Account Executive – Enterprise Assist’s to strategically cover and actively seek Add-on opportunities within the territory.

• Maintain whitespace for all targeted customers.

• Work closely with the Vice President, SE’s, PM’s, and broader POD to achieve strategic objectives.

• Coordinate with the Channel team and Channel Partners to provide value to our customers and BeyondTrust whenever feasible.

• Team up with the SDR team to proactively cover your total addressable market, including both focus and non-focus territory accounts.

• Participate in corporate trade shows and events.

• Track sales pipeline activity in Salesforce.

• Schedule and deliver product demonstrations and comprehensive presentations to prospects, customers, and partners.

• Lead responses to RFPs for your accounts.

⛳️ Requirements

• Must reside within the territory covered (Washington DC, Virginia, or Maryland).

• Bachelor's degree required.

• Minimum of 2 years of sales experience with a proven history of consistently meeting or exceeding annual quotas.

• Experience in enterprise software, IT services, SaaS, IoT, or related managed services sales to global organizations.

• Familiarity with Salesforce.

• Ability to effectively communicate and deliver the sales message.

• Experience utilizing channel partnerships to drive business growth.

• Excellent communication skills are essential.

• Willingness to travel within the region.

🏝️ Benefits

• Diversity and inclusion are more than just words for us; they are the core values that guide how we build our teams, nurture leaders, and foster a culture where individuals feel connected.

• We prioritize the well-being of our employees so they can provide excellent service to our customers, who come from diverse backgrounds just like us. We hire exceptional talent from various backgrounds because our differences make us stronger together.