Migrations Account Executive

About BeyondTrust

BeyondTrust is a leader in identity security, focused on creating a safer world through its cybersecurity SaaS solutions. The company fosters a culture of flexibility, trust, and continuous learning to empower employees to grow and make meaningful impacts. BeyondTrust serves over 20,000 customers including 75 of the Fortune 100 and partners globally.

Role Overview

The Migrations Account Executive is responsible for strengthening and growing BeyondTrust's customer base by focusing on perpetual customers to achieve renewal retention, account expansion, and migration to SaaS platforms. This role works closely with customers, partners, distributors, and internal teams to enhance customer revenue retention and satisfaction by driving SaaS upgrade migrations and renewals.

Key Responsibilities

• Support achievement of annual renewal and migration booking targets.
• Act as primary liaison for perpetual customer accounts within assigned segments during renewals and migrations.
• Identify and pursue add-on and upsell opportunities related to renewals and migrations.
• Produce and analyze reports on targets such as TAR, ACV achieved, renewal add-ons, and closed/lost deals.
• Lead customer negotiations and creatively resolve challenges.
• Clearly communicate product features and SaaS upgrade value propositions.
• Manage escalated issues effectively to de-escalate situations.
• Demonstrate initiative and proactive work practices.
• Collaborate with internal teams including Sales, Order Management, Renewal Operations, Billing, Fulfillment, and Support to ensure smooth customer experience.
• Understand and comply with the Bookings Policy and team protocols to resolve order holds.

Required Qualifications and Skills

• Bachelor’s degree in Finance, Accounting, Business, or relevant industry experience.
• Exceptional written and verbal communication skills to interact with multiple organizational levels and external clients.
• Strong organizational ability to manage multiple tasks, work independently, and adapt in a fast-paced environment.
• Effective interpersonal skills for building positive working relationships across diverse teams.
• Familiarity with automation, analytics, office technologies, operations, and administration.
• Proven analytical skills and problem-solving capabilities.
• Flexibility to prioritize tasks and meet multiple objectives.
• Compliance with internal controls, best practices, and operational efficiencies.
• Proficiency in Microsoft Office and Salesforce platforms.
• Availability to work extended hours during peak periods when necessary.

Preferred Experience

• At least 5 years of relevant experience within software or technology sectors.
• Background in sales industry roles.
• Knowledge of SaaS environments and CRM/ERP systems.
• Experience working with large enterprises such as Fortune 100 companies.

Diversity & Inclusion

BeyondTrust values diversity and inclusion, underpinning team building, leadership development, and a workplace culture where employees feel connected and valued for their differences, fostering strength through diversity.