Senior Account Executive – Higher Education

This is a fully remote position, open to applicants in Illinois, +5 more states.

📋 Description

• Cultivate new and existing accounts within a designated territory that emphasizes higher education clients.

• Develop and uphold a territory sales plan that serves as a strategic guide to achieving success.

• Accountable for achieving or surpassing monthly and annual quotas by actively seeking opportunities across all product lines with both new and existing clients.

• Manage sales forecasting, lead generation, prospecting, and account management throughout the sales cycle.

• Ensure accurate Whitespace data is maintained for customer and target prospect accounts.

• Collaborate closely with SEs, PAMs, and the broader POD to achieve territory objectives.

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

• Work alongside the SDR team to proactively address your total addressable market, including both focus and non-focus territory accounts.

• Participate in corporate trade shows and events.

• Keep sales pipeline activities updated in Salesforce.

• Arrange and deliver product demonstrations and comprehensive presentations to prospects, clients, and partners.

• Lead RFP submissions for your accounts.

• Oversee the complete end-to-end sales cycle, which includes conducting sales meetings, collaborating closely with your SE and partner network, and managing deals through to closure.

• Serve as an advisor to prospects to ascertain whether their needs can be fulfilled by the BeyondTrust product portfolio.

• Comprehend and document clients’ business and IT strategies, priorities, and objectives; accurately capture this information in the CRM system.

⛳️ Requirements

• Bachelor’s degree or equivalent professional experience.

• Over 5 years of customer-facing sales experience in security, PAM, Identity Management, or IT-related software.

• Proven history of meeting or exceeding sales quotas with a focus on higher education accounts.

• Exceptional communication and influencing abilities.

• Demonstrated capacity to effectively present and sell technical solutions.

• Strong skills in communication, negotiation, and organization are essential.

• Ability to thrive in a team selling environment.

• Experience collaborating with partners, resellers, and regional distributors.

• Familiarity with SalesForce.com.

• Skill in discovering and pursuing new opportunities with prospects and existing clients, including cold calling and business hunting.

• Proven negotiation abilities.

🏝️ Benefits

• Health insurance.

• Retirement plans.

• Paid time off.

• Flexible work arrangements.

• Professional development.