Job description

About Delinea: Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real-time. With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on Delinea.com delinea.com, LinkedIn nam12.safelinks.protection.outlook.com, X nam12.safelinks.protection.outlook.com, and YouTube nam12.safelinks.protection.outlook.com. Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you're ready to push boundaries and challenge the status quo in security, we want to hear from you. Apply today to help us achieve our mission. Strategic Account Manager Summary: This remote position requires a motivated self-starter who will be responsible for all net new sales into Strategic Accounts, $20 Billion and above as defined by Delinea based on annual revenue. These represent Delinea’s most strategic and sophisticated client relationships. Covering a specific accounts list rather than a geographic region, the candidate may be required to travel up to 50% to visit customers, attend field events, and for internal meetings such as sales kick-offs or quarterly business reviews. What You'll Do: - Apply strong business acumen and Delinea sales methodology to every prospective customer engagement - Achieve/exceed quota targets, while developing satisfied and referenceable customers - Effectively prospect to uncover sales opportunities within assigned territory - Lead complex sales-cycles and effectively present the value of our applications to C-level executives of organizations - Build and maintain relationships with influencers and decision-makers - Quickly understand business challenges and create solutions. - Manage sales pipeline and ensure CRM accuracy - Learn how solutions meet needs of clients and develop skill solution focused selling - Work with marketing and sales teams to develop target strategies - Negotiate contracts and close agreements to maximize profits - Ensure the timely and successful delivery of our solutions according to customer needs and objectives - Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders - Develop new business with existing clients and/or identify areas of improvement to meet sales quotas - Forecast and track key account metrics (e.g. quarterly sales results and annual forecasts) - Collaborate with sales teams to identify and grow opportunities within territory What You'll Bring: - 10+ years of experience successfully selling ROI-driven, Enterprise-Wide SaaS/Subscription/Cloud Applications to C-level decision makers within $20bn+ organizations. - Experience selling Professional Services as part of outcome-based solution selling - Ability to demonstrate software offerings at a detailed level, develop innovative value propositions to maximize sales revenue, and negotiate and close under time and objective pressure - Demonstrated success in working with the channel partner and alliance ecosystem - Proven track record as an avid hunter, with experience closing complex sales cycles in a consultative manner, who consistently exceeds quota - Thrill of generating and executing strategic plans for closing new logos and growing key accounts - Flexibility and ability to thrive selling as an individual, while effectively communicating the technical and business value of Delinea solutions to all prospect stakeholders in prospect base - Proficiency with sales automation applications and technologies, particularly SFDC forecasting and reporting - Familiarity with sales process frameworks, specifically MEDDPICC - Understand and leverage organization structure and dynamics to support the strategy, culture, and priorities of the company - Exceptional communication and presentation skills - Ability to travel up to 50% Bonus if You Have: - Experience in cybersecurity industry - Privileged Access Management or Identity Access Management experience - Bachelor's Degree Why work at Delinea? - We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities. - We invest in people who are smart, self-motivated, and collaborative. - What we offer in return is meaningful work, a culture of innovation and great career progression. At Delinea, our core values are STRONG and guide our behaviors and success: - Spirited - We bring energy and passion to everything we do - Trust - We act with integrity and deliver on our commitments - Respect - We listen, value different perspectives, and work as one team - Ownership - We take initiative and follow through - Nimble - We adapt quickly in a fast-changing environment - Global - We embrace diverse people and ideas to drive better outcomes We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie. We take care of our employees. We offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays. Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. Upon conditional offer of employment, candidates are required to complete comprehensive criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.

Requirements

Must-haves

Apply strong business acumen and Delinea sales methodology to every prospective customer engagement
Achieve/exceed quota targets, while developing satisfied and referenceable customers
Effectively prospect to uncover sales opportunities within assigned territory
Lead complex sales-cycles and effectively present the value of our applications to C-level executives of organizations
Build and maintain relationships with influencers and decision-makers
Quickly understand business challenges and create solutions.
Manage sales pipeline and ensure CRM accuracy
Learn how solutions meet needs of clients and develop skill solution focused selling
Work with marketing and sales teams to develop target strategies
Negotiate contracts and close agreements to maximize profits
Ensure the timely and successful delivery of our solutions according to customer needs and objectives
Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders
Develop new business with existing clients and/or identify areas of improvement to meet sales quotas
Forecast and track key account metrics (e.g. quarterly sales results and annual forecasts)
Collaborate with sales teams to identify and grow opportunities within territory
10+ years of experience successfully selling ROI-driven, Enterprise-Wide SaaS/Subscription/Cloud Applications to C-level decision makers within $20bn+ organizations.
Experience selling Professional Services as part of outcome-based solution selling
Ability to demonstrate software offerings at a detailed level, develop innovative value propositions to maximize sales revenue, and negotiate and close under time and objective pressure
Demonstrated success in working with the channel partner and alliance ecosystem
Proven track record as an avid hunter, with experience closing complex sales cycles in a consultative manner, who consistently exceeds quota
Thrill of generating and executing strategic plans for closing new logos and growing key accounts
Flexibility and ability to thrive selling as an individual, while effectively communicating the technical and business value of Delinea solutions to all prospect stakeholders in prospect base
Proficiency with sales automation applications and technologies, particularly SFDC forecasting and reporting
Familiarity with sales process frameworks, specifically MEDDPICC

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: ashby
Effort: quick