Strategic Account Manager (VLE)

Strategic Account Manager (VLE)
Shape the Future of Cybersecurity at Forescout
Every day cyberattacks threaten to disrupt hospitals, power grids, financial systems, and the infrastructure we all depend on. At Forescout, we build defenses that keep civilization running smoothly in an increasingly connected world.
For more than 25 years, Fortune 100 organizations, government agencies, and large enterprises have trusted Forescout as their foundation to manage cyber risk, ensure compliance, and mitigate threats. From power grids and healthcare systems to financial networks and transportation hubs, Forescout protects the critical infrastructure of our modern world.
What You Will Do
Forescout has an excellent opportunity for an engaging and employee-focused Strategic Account Manager (VLE) to join our high-energy, multi-cultural, world-changing team.
The Strategic Account Manager (VLE) is a senior, customer focused enterprise sales role responsible for owning, growing, and maximizing ARR across a defined territory of large, complex customers (50,000+ seat organizations).
This role requires proven experience building a territory, driving sustained pipeline creation, and managing sophisticated enterprise customers through long term, solution based sales motions. Successful sellers are highly active in their territories, bring strong partner and customer relationships, and demonstrate disciplined account planning and execution.
Highly competitive compensation plan with a 50/50 base salary to commission split, designed to reward overachievement and complemented by SPIFs and President’s Club incentives.
Responsibilities include the following:
Own and grow a VLE Strategic territory, including territory build out, account segmentation, pipeline creation, and execution.
Manage and expand a portfolio of large, complex enterprise customers (10,000+ seat environments) with full accountability for ARR performance and customer retention.
Drive consistent ARR growth by identifying expansion opportunities, increasing platform adoption, and advancing strategic use cases across accounts.
Achieve and exceed annual and quarterly targets by maintaining strong Gross Dollar Retention (GDR) and delivering incremental expansion ARR.
Build and maintain a healthy, multi quarter pipeline, balancing expansion opportunities with strategic new customer acquisition.
Lead complex, multi stakeholder sales cycles, aligning Forescout’s cybersecurity platform to customer security, IT, and risk priorities.
Position Forescout as a strategic cybersecurity partner, not a transactional vendor, through deep understanding of customer environments and long term objectives.
Develop strong executive, technical, and operational relationships across customer organizations to drive trust, adoption, and long term value.
Collaborate closely with Sales Engineers to lead technically complex engagements and solution demonstrations.
Leverage channel partners strategically, building joint account plans and co selling motions to accelerate ARR growth.
Serve as the quarterback for the account, ensuring tight alignment across internal teams throughout the customer lifecycle.
Maintain rigorous opportunity and forecast management, ensuring accuracy, discipline, and visibility into ARR and GDR performance.
Influence commercial strategy, pricing, and deal structure, working cross functionally to advance and close opportunities.
What You Bring to Forescout
Successful candidate will bring a strategic mindset while being able to execute successful account pursuits at a tactical level.
MEDDPIC fluency, not as a checklist but as a tool to navigate complex selling environments.
Strong partner network to include traditional cyber resell channel as well as system integrators and technical alliances.
Strong knowledge of AI and incorporating the creative use of AI in work related tasks.
Strong understanding of how to formulate and us