Job Description
BeyondTrust is a place where you can bring your purpose to life through the work that you do, creating a safer world through our cybersecurity SaaS portfolio.
Our culture of flexibility, trust, and continual learning means you will be recognized for your growth, and for the impact you make on our success. You will be surrounded by people who challenge, support, and inspire you to be the best version of yourself.
The Role
As an Identity Security Sales Specialist, you will deliver significant value to our customers, by helping them accelerate their Identity security transformation projects. You will work as an overlay to BeyondTrust’s customer and partner account teams to generate pipeline and help close opportunities for BeyondTrust’s Entitle product. You’ll be operating autonomously to build a business with existing and prospective customers while working cross functionally. You will be consultative, an industry expert, and credible in front of partners and customers.
What You’ll Do
- Take a consultative approach, you will collaborate with sales teams and our partner ecosystem on customer engagements.
- Build a go to strategic go to market plan and execute against it.
- Source, develop, and successfully close complex software security programs within the enterprise and mid-market segment.
- Collaborate with a virtual team to assess customer needs and implement strategies that accelerate the closing of deals and drive adoption with current and new customers.
- Lead end-to-end Security conversations, share best practice and key competitor knowledge across solution areas.
- Identify key decision makers and build strong relationships with senior stakeholders.
- Consistently meet and surpass quarterly sales targets.
- Conduct forecasting for assigned accounts and develops a portfolio and territory plan, leveraging our solution platform effectively.
- Capitalize on upselling and cross-selling opportunities with existing customers.
- Serve as a trusted advisor, conducting meetings with clients, delivering compelling presentations and proposing value-added services.
- Skillfully negotiate and influence to achieve successful outcomes.
- Support and participate in corporate tradeshows and events.
- Maintain effective communication with internal stakeholders within Channel Management, Customer Success, Marketing and Professional Services etc.
- Manage, follow up on, and qualify all leads, ensuring accurate tracking within the CRM system (Salesforce).
- Drive engagements at the C-level and foster relationships with key stakeholders across complex organizations.
What You’ll Bring
- 3-5 years of experience in enterprise software, SaaS, or cloud solutions;
- Proven track record of successfully driving the adoption of SaaS solutions within enterprise accounts, with expertise in forecasting, sales planning, and sales operations;
- Demonstrated ability to engage and influence C-level and senior-level security executives;
- A consultative and value-driven approach to building client relationships and influencing at C-level;
- Technical passion with a good understanding of cloud security technology – Endpoint Security, Privileged Access Management, Identity and Access Management, Multi-Cloud Security;
- Consistent history of surpassing revenue quotas and achieving new customer adoption goals;
- Established reputation as a high-integrity top performer;
- Strong connections with senior-level security professionals among customers and partner;
- Experiencing using Salesforce.com (SFDC);
- Exceptional communication and negotiation skills, with the ability to engage and influence stakeholders at all levels;
- At ease working in a high-pressure environment to deliver results;
- Ability to drive execution and deliver measurable outcomes;
- Strong interpersonal and communication skills for engaging with customers, executives, and cross-functional teams;
- An analytical mindset to track KPIs, assess performance, and make data-driven decisions.
Better Together
Diversity. Inclusion. They’re more than just words for us. They are the guiding values of how we build our teams, cultivate leaders, and create a culture where people feel connected.
We take care of our employees so they can take care of our customers. Customers who come from all walks of life just like us. We hire incredible people from diverse backgrounds because when we are different together, we are stronger together.
About Us
BeyondTrust is the global identity security leader protecting Paths to Privilege™. Our identity-centric approach goes beyond securing privileges and access, empowering organizations with the most effective solution to manage the entire identity attack surface and neutralize threats, whether from external attacks or insiders.
BeyondTrust is leading the charge in transforming identity security to prevent breaches and limit the blast radius of attacks, while creating a superior customer experience and operational efficiencies. We are trusted by 20,000 customers, including 75 of the Fortune 100, and our global ecosystem of partners.
Learn more at www.beyondtrust.com.
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