Federal Account Manager, Combatant Commands

Overview

Manage a defined sales territory within the US Department of Defense and Combatant Commands, delivering against quota by identifying, qualifying and closing new business and managing the full sales lifecycle.

What you'll do

• Develop new and existing accounts within the US Department of Defense (DOD)/War (DOW)
• Complete and maintain a territory sales plan that outlines a road map to success
• Meet or exceed monthly and annual quota by proactively prospecting for all product lines and opportunities with new and existing customers
• Be responsible for sales forecasting, lead generation, prospecting, and account management through the close cycle
• Maintain accurate Whitespace data on customer and focus prospect accounts
• Partner closely with Vice President, SEs, PAMs and the wider POD to deliver strategic goals
• Align with Channel team and Channel Partners to deliver value to customers and BeyondTrust
• Align with SDR team to proactively cover the total addressable market (focus and non-focus territory accounts)
• Attend corporate trade shows and events
• Maintain sales pipeline activity in Salesforce
• Schedule and conduct product demonstrations and detailed presentations to prospects, customers and partners
• Lead RFP responses for your accounts

What you'll need

• Bachelor's degree or equivalent work experience
• 5+ years customer-facing sales experience with security, PAM, Identity Management, or IT related software
• Sales experience in the DOD Unified Combatant Commands and DOD Fourth Estate accounts
• Familiarity with federal buying vehicles such as ESI, GSA, CHESS/ITES, etc.
• Knowledge of the federal government channel of VADs and VARs
• Proven track record of meeting or exceeding sales quota
• Established network and relationships with senior IT professionals
• Excellent communication and influencing skills
• Ability to travel within defined region

Nice to have

• Completed sales training (Sandler, SPIN, DISC, TAS, Miller)

Details

• Location: Remote, United States
• Ability to travel within defined region