BeyondTrust

Recruitment

• Proactively source candidates through various recruiting channels, including our ATS (Greenhouse), direct sourcing (LinkedIn Recruiter), social networks, and beyond.
• Own and manage the entire recruitment process for the full spectrum of sales roles
• Build close relationships and trust with hiring managers and teams, securing an understanding of role requirements and teams by conducting effective job kick-off meetings.
• Manage the full recruitment process, including generating accurate offers (with correct draw calculations for sales roles), maintaining exceptional attention to detail in all offer documentation, and closing requisitions by appropriately informing unsuccessful applicants.
• Efficiently report on vacancy hiring progress, utilise our ATS system (Greenhouse) to track, schedule, and record candidate journey and feedback
• Be a BeyondTrust advocate, an expert at telling our story and uncovering candidates’ motivators, purpose, and experience
• Ensure interview panels are well-prepared and deliver a consistent, fair, and exceptional candidate experience. Develop and standardize thoughtful interview processes.
• Continuously evaluate and provide ideas and feedback to help improve our recruiting systems and processes, making them more efficient and effective for both candidates and hiring managers.

Recruiter

Compliance

• Assess vendors for compliance with BeyondTrust security requirements
• Respond to external security questionnaires
• Track complex project statuses across internal and external stakeholders
• Collect compliance evidence to support a variety of legal, operational and security requirements
• Arrange communication and contacts with involved stakeholders.
• Coordinate and research requests from the organization regarding security, compliance, and privacy-related questions.
• Assist in the update and review of Policies, Standards, and Procedures in accordance with applicable compliance and/or regulatory requirements
• Assist in delivering compliance and security awareness training, education modules, and role-based training.
• Provides help with compliance audit and assurance activities as needed.

Compliance Analyst

Business Development Rep

• Respond to and qualify marketing-generated leads from sources such as the website, events, and webinars
• Create an outstanding first impression with prospects and customers by delivering a first-class customer experience
• Work closely with experienced Account Executives to help expand their pipeline and further develop your own sales skills
• Proactively nurture new and existing leads through creative follow-up communications to increase customer interest in BeyondTrust
• Achieve monthly targets for qualified opportunities
• Maintain and enter prospect data in Salesforce
• Deepen product knowledge through regular training
• Participate in field sales meetings as needed
• Support marketing campaigns and promotional activities to optimize revenue

Business Development Representative

Solutions Engineer

• Collaborate with sales representatives and partners to showcase the value of BeyondTrust’s products, services, and solutions.
• Provide foundational support to highlight the capabilities of the BeyondTrust suite.
• Assist with marketing campaigns, including webinars and product demonstrations.
• Support lead qualification by validating technical environments and understanding business problems.
• Contribute to RFP/RFI responses, ensuring accurate and timely submissions.
• Participate in discovery and opportunity engagement by conducting background research, qualifying questions, and understanding customer needs.
• Articulate the business value of BeyondTrust solutions to prospects and customers.
• Demonstrate how BeyondTrust solutions address customer challenges and deliver on the value proposition.
• Assist in developing written proposals to complement financial proposals for prospects.
• Play a key role in securing the technical win for opportunities by effectively presenting solutions and value.

Inside Solutions Engineer

Customer Success Manager

• Work to execute a world-class customer experience using internal tools, templates, and processes.
• Create Success Plans for your customers, including touch points/milestones, cadences, contacts, business reviews, etc.
• Determine how to drive a swift, high return on investment (ROI) value for our customers’ BeyondTrust purchases, and accelerate the adoption of our products
• Cross-collaborate with Sales on accounts, the Technical Account Management team, Renewals, and others to ensure BeyondTrust knows and understands our customers and their current state in using our products
• Advocate for the customer – ensure they see relevant case studies, know about upcoming release details, and new products. Report internally on customer issues and feature requests, and ensure their product requests are considered
• Examine health check findings and ensure actions are created, tracked, and closed promptly by the teams who own them, facilitating the resolution across the various teams who own the actions.

• Research target accounts, identify key decision-makers, and generate new business opportunities
• Build and maintain strong relationships with customers, understanding their needs and informing them of product benefits
• Assist in developing account plans, map out key stakeholders, and contribute to the overall account strategy
• Assess leads against ideal customer profiles to ensure a good fit for solutions
• Coordinate meetings, calls, and presentations with customers and internal teams
• Schedule qualified meetings or demos for New Business Representative to advance the sale process
• Maintain accurate customer and opportunity records in CRM system
• Support New Business Representatives with day-to day administrative and operational tasks
• Prepare and process quotes, proposals, contracts, and order documentation
• Assist with lead management, follow-ups, and customer outreach
• Respond to customer inquiries and route requests accordingly
• Track sales activities, pipeline updates, and follow-up needs
• Engage and coordinate with EAM, SAE, (i)SE, CSM, Renewals team, and other POD members on territory strategy
• Assist with reporting and data analysis as needed
• Provide accurate and timely opportunity updates and bookings forecasts
• Drive account revenue expansion by creating and closing add-ons, upgrades, and migrations
• Lead subscription and SaaS migration activities across Core and Strategic accounts
• Maintain awareness of market conditions and competitors' products and pricing, and keep up to date on knowledge of the company
• Co-own sales achievement goals against a specified territory and team quota

Account Development Representative

• Deliver solution presentations, demonstrations and recommendations to prospects and customers.
• Develop technical relationships with existing customers through Quarterly Technical Reviews.
• Assist in response to Request for Proposals/Information.
• Represent BeyondTrust at Trade Shows, Seminars, and other Company Events.
• Use common Sales & Marketing applications such as Salesforce, Confluence, Skytap, etc.
• Support technical evaluations of our products, including the development of Proof-of-Concept Success Plans.
• Provide support for BeyondTrust Partners.
• Continue to develop both BeyondTrust product and industry knowledge.

Partner Solutions Engineer

• Stay current with Solutions Engineering methodologies, industry best practices, and the latest developments in the security landscape.
• Apply this expertise to deliver impactful solutions that address client needs effectively and differentiate our offerings.
• Collaborate closely with Account Executives and internal teams to ensure alignment between technical and sales objectives.
• Act as a bridge between customer requirements and technical capabilities, fostering clear and effective communication.
• Play a pivotal role in pre-sales activities, including delivering product demonstrations, technical presentations, and guiding proof-of-concept evaluations.
• Provide clear, concise, and compelling explanations of product capabilities to customers and stakeholders.
• Identify opportunities to enhance processes and methodologies within the scope of pre-sales activities.
• Proactively suggest and implement improvements to streamline workflows and improve outcomes.
• Assist in responses to Requests for Proposals/Information (RFP/RFI).
• Represent the organization at industry events, trade shows, and customer seminars.
• Provide technical support and guidance to channel partners.
• Continuously enhance your knowledge of products, industry trends, and customer use cases.

Marketing

• Support the execution of regional field and partner marketing programs, including field events, local roundtables, ABM campaigns, virtual events, and industry conferences.
• Work closely with regional field marketing managers and sales to support territory-based campaigns and event execution.
• Assist in coordinating joint marketing activities with partners, including scheduling, promotion, and follow-up.
• Track campaign performance and assist with reporting on MQLs, Opps, partner engagement, and pipeline influence.
• Ensure accurate campaign setup, lead routing, partner attribution, and data hygiene in Salesforce and marketing automation tools.
• Work closely with the Sales Development Team on event and campaign follow-up to ensure appropriate lead follow-up and conversion.
• Support post-campaign analysis and documentation of results and learnings.
• Coordinate with demand generation, digital marketing, product marketing, and partner teams to ensure timely campaign execution.
• Assist with partner MDF requests, tracking, and budget documentation.
• Help manage logistics for events, webinars, and partner/customer activities, including vendors and timelines.

Senior Field & Partner Marketing Specialist

Account Executive

• Contributes to the attainment of the annual renewal bookings quota
• Participates with add-on and upsell opportunities related to renewals
• Assists in identification of migration opportunities, specifically within the existing perpetual customer base
• Exhibits competencies in reporting, including building and interpreting data related to TAR, ACV attained, Point of Renewal Add-ons, and Closed/Lost opportunities Confident in customer negotiation and problem solving
• Understands and communicates product use-cases and displays ability to articulate value propositions
• Often displays a proactive approach with work
• Establishes and maintains professional and mutually beneficial alignments with associated internal teams (Sales, Order Management, Renewal Operations, Billing, Fulfillment, Support, etc.)
• Drives towards success in auxiliary renewal projects including point of renewal add-ons and successful EOL hardware conversions/upgrades
• Understands the Bookings Policy and consistently adheres to policy & team expectations for resolving orders on hold

Renewals Account Executive

• Responsible for the technical elements of the sales process through the discovery of customer requirements and product positioning
• Deliver solution presentations, demonstrations and recommendations to prospects and customers.
• Develop technical relationships with existing customers through Quarterly Technical Reviews.
• Assist in response to Request for Proposals/Information.
• Represent BeyondTrust at Trade Shows, Seminars, and other Company Events.
• Document customer's technical requirements and build Proof-of-Concept (POC) documentation to track and address customer priorities and objectives.
• Provide support for BeyondTrust Partners.
• Continue to develop both BeyondTrust product and industry knowledge.
• Train and mentor other Solutions Engineers.

Senior Solutions Engineer

• Support and collaborate with Senior Account Executives and EAMs within their defined region to manage and close both new opportunities and customer add-ons, ensuring seamless communications and transitions for the customer
• Develop existing accounts within the defined territory and focus account list.
• Assisting the EAM’s/ Senior Account Executives in maintaining commercial customer relationships and identifying opportunities for growing revenue across customer accounts.
• Independently managing and closings add-on opportunities for customer accounts in territory.
• Engages and coordinates with EAM, SAE, (i)SE, CSM, Renewals team, and other POD members on territory strategy.
• Be highly responsive to prospects and customers, providing them with the information they need throughout the sales process
• Maintain accurate and complete account data in Salesforce
• Provide accurate and timely opportunity updates and bookings forecasts
• Co-own sales achievement goals against a specified territory and team quota
• Maintain awareness of market conditions and competitors' products and pricing and keep up to date on knowledge of the company

• Play a critical role in scaling the technical capabilities of BeyondTrust’s partner ecosystem.
• Enable partners to independently drive technical pre-sales activities, including discovery calls, product demonstrations, and proof-of-concept (POC) engagements.
• Collaborate closely with partners to enhance their technical knowledge, align with Go-To-Market strategies, and support sales opportunities that drive pipeline and revenue growth.
• Develop and deliver enablement programs, assist in deal registration opportunities, and provide consultative support.