[Remote] Sr Account Executive, Higher Education- Remote

Note: The job is a remote job and is open to candidates in USA. BeyondTrust is a global leader in identity security, dedicated to creating a safer world through their cybersecurity SaaS portfolio. The Sr Account Executive will manage a defined sales territory focused on higher education, responsible for generating and closing new business, and maintaining relationships with existing clients. This role requires strong sales skills and the ability to work collaboratively with various teams to achieve territory goals.ResponsibilitiesDevelop new and existing accounts within a defined territory focused on higher education accountsComplete and maintain a territory sales plan which outlines a road map to successResponsible for meeting or exceeding your monthly and annual quota by proactively prospecting for All Product Lines and opportunities with new and existing customersResponsible for sales forecasting, lead generation, prospecting, and account management through the close cycleMaintain accurate Whitespace data on customer and focus prospect accountsPartner closely with SE’s, PAM’s and wider POD to deliver territory goalsAlign with Channel team and Channel Partners to deliver value to our customers and BeyondTrust wherever possibleAlign with SDR team to proactively cover your total addressable market (focus and non-focus territory accounts)Attend corporate trade shows and eventsMaintain sales pipeline activity in SalesforceSchedule and conduct product demonstrations and detailed presentations to prospects, customers and partnersLead RFP responses for your accountsOwn full end-to-end sales cycle, including running sales meetings, working closely with your SE and partner network, managing a deal through to closeAct as an advisor to prospects to understand whether their needs could be met with the BeyondTrust product portfolioUnderstand and document customers’ business and IT strategies, priorities, and goals; capture this data accurately in CRM systemSkillsBachelor's degree or equivalent work experience5+ years customer-facing sales experience with security, PAM, Identity Management, or IT related softwareProven track record of meeting or exceeding sales quota focused on higher education accountsExcellent communication and influencing skillsDemonstrated ability to effectively present and sell a technical solutionStrong communication, negotiation, and organizational skills required. This position will have a heavy emphasis on telephone-based activityAbility to work in a team selling environmentExperience working with partners, resellers, regional distributorsExperience with SalesForce.comAbility to find and uncover new opportunities with prospects and existing business, cold calling and hunting for businessDemonstrated negotiation skillsUndertaken relevant sales trainingKnowledge of security, PAM, identity management, or IT related software a plusCompany OverviewBeyondTrust is the global identity security leader protecting Paths to Privilege™ with an identity-centric approach. It was founded in 1985, and is headquartered in Atlanta, Georgia, USA, with a workforce of 1001-5000 employees. Its website is http://www.beyondtrust.com.