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Innovation Endeavors

Strategic Account Manager



Sales & Business Development
Posted on Wednesday, May 8, 2024

About Us:

Delinea is a leading provider of privileged access management (PAM) solutions for the modern, hybrid enterprise. We make privileged access more accessible by eliminating complexity and defining the boundaries of access to reduce risk, ensure compliance, and simplify security. Delinea empowers thousands of customers worldwide, including over half the Fortune 100. Our customers include the world’s largest financial institutions, intelligence agencies, and critical infrastructure companies.

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, $10 Billion and above as defined by Delinea based on annual revenue. These represent Delinea’s most strategic and sophisticated client relationships. Based in a specific geographic area, the candidate may be required to travel up to 50% throughout the assigned territory to visit customers, attend trade shows or field events, and for internal meetings such as sales kick-offs or quarterly business reviews. With our strong promote-from-within philosophy, successful performance in this role will provide career advancement opportunities to those seeking to take their sales careers to the next level.

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

  • 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

Delinea Culture & Benefits:

Why work at Delinea?

· We’re passionate problem-solvers doing our part to make the world a safer place.

· 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—Spirited – Trust – Respect – Ownership – Nimble – Global – and guide our behaviors and success. 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 equity and bonus program, and excellent benefits, including full suite health and wellness plans (specific to individual country plans), generous discretionary time off (DTO), and paid holidays. We support all families with paid leave, specific to individual country plans, for new birth, adoption, surrogacy, or foster-to-adopt primary caregivers.

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 7-year criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.