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Identity Security Sales Specialist



Sales & Business Development
United Kingdom · Remote
Posted on Thursday, December 21, 2023

BeyondTrust is a place where you can bring your purpose to life through the work that you do, creating a safer world through our cyber security 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

We are looking for a Identity Security Specialist Sales Manager to deliver significant value to our customers, by helping them accelerate their Identity Security transformation projects. This role is integral to all aspects of the sales process and collaborates as an overlay to BeyondTrust’s customer and partner account teams to generate pipeline and close opportunities for our Identity Security Platform. You’ll be operating strategically to build a business with Enterprise and Corporate prospects and customers whilst working cross functionally. You will be consultative, an industry evangelist, and credible in front of partners and customers.

What You’ll Do

  • Take a consultative approach, you will collaborate with sales team 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.
  • Skilfully 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

  • 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.
  • Experience handling deal sizes in the high six figures and beyond.
  • 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 partners.

Nice To Have

  • Presence in the Software Security industry with proven experience of speaking at industry events.
  • Knowledge of BeyondTrust portfolio, Microsoft 365 Defender, extended detection and response (XDR) or related technologies such as Prisma Cloud, Crowdstrike, Proofpoint, Splunk.
  • Any of the following certifications; Certified Information Systems Security Professional (CISSP), Certified Cloud Security Professional (CCSP), and / or relevant Security or Azure certification.
  • Experience with industry recognized sales methodologies, e.g., Challenger, SPIN,
  • MEDDIC, Solution Selling.

Benefits & Perks

Put your wellbeing first with our amazing benefits package:

  • 25 days’ holiday which increases with length of service
  • Competitive pension scheme
  • Vitality Private Healthcare for you and family
  • Medicash Benefit (including Dental cover)
  • Life Insurance (4x annual salary)
  • Income Protection if you are unable to work due to ill health
  • Paid parental leave
  • Sabbatical leave
  • Employee Assistance Programme
  • Co-investing opportunity

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 worldwide leader in intelligent identity and access security, enabling organizations to protect identities, stop threats, and deliver dynamic access. We are leading the charge in innovating identity-first security and are trusted by 20,000 customers, including 75 of the Fortune 100, plus a global ecosystem of partners.

Learn more at www.beyondtrust.com.