• Identify, generate, qualify, and close new business for customers and prospects in a defined territory. • Responsible for managing the full sales lifecycle, building the go-to-market plan (including direct and indirect business). • Develop new and existing accounts within defined territory. • Establish and deliver a sales strategy which outlines a roadmap to quota attainment • Sales forecasting, lead generation, prospecting, and strategic relationship development • Upsell ‘New Product’ to existing customers. • Work with assigned Account Executive – Enterprise Assist’s to intelligently cover and proactively hunt for Add-on opportunity within territory. • Maintain whitespace for all focus customers. • Partner closely with Vice President, SE’s, PM’s and wider POD to deliver strategic goals • Align with Channel team and Channel Partners to deliver value to our customers and BeyondTrust wherever possible • Align with SDR team to proactively cover your 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