Senior Account Executive - Higher Education

Job Description: Develop 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 close.Act 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 systemRequirements: Bachelor'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 accounts.Excellent communication and influencing skillsDemonstrated ability to effectively present and sell a technical solutionStrong communication, negotiation, and organizational skills required.Ability 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 skillsBenefits: Health insuranceRetirement plansPaid time offFlexible work arrangementsProfessional development