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. delinea.com

As organizations continue their digital transformations, they are faced with increasingly sophisticated environments and more challenging requirements for securing an expanded threatscape. Legacy PAM solutions are not designed for today’s hybrid environments, are too complex, and cannot solve current privilege management challenges. Our mission is to provide security that’s invisible to the user, while simultaneously providing IT and security teams with the control they require. Delinea’s solutions grant access to an organization’s most critical data, devices, code, and cloud infrastructure using a centralized dashboard. Users get access when and where they need it, for as long as needed to complete the task. With Delinea, privileged access is more accessible.

Position Summary

This remote position requires a motivated self-starter who will be responsible for all net new, cross-sell and upsells sales into Enterprise Accounts ($500 Million to $10 Billion as defined by Delinea based on annual revenue). Based in a specific geographic area, the candidate may be required to travel approximately 30-40% throughout the assigned territory (Benelux & Nordics) to visit customers and partners, 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.

Responsibilities

• Create and personalize a territory plan for the assigned territory.
• Prospect to and create contacts within Enterprise Accounts in a geographic region.
• Proactively pursue existing leads who have expressed interest in our services.
• Collaborate with and engage the right Delinea technical experts to provide an accurate and compelling story on our products’ strengths and capabilities to win deals.
• Consistently meet/exceed sales targets and associated activities.
• Maintain an accurate monthly forecast and out-quarter pipeline reviews.
• Cultivate and manage relationships with Channel partners.
• Leverage Delinea’s executives, and their networks, to gain access to prospective clients.
• Never stop learning! Continue to hone your craft and build your expertise in Cybersecurity.

Skills and Requirements

• 5-7 years as an Enterprise software sales executive selling to companies with revenues greater than $500M.
• Mastery of MEDDPICC (or equivalent opportunity management methodology)
• Bachelor’s degree preferred or equivalent work experience.
• Experience cultivating and controlling complex sales cycles with audiences of multiple stakeholders in Enterprise organizations.
• Track record of success in identifying, cultivating and closing six figure+ transactions.
• Have established a “book of business” in territory (meaning you know how to categorise and prioritise accounts based on type, relationship and potential).
• Ability to conduct both executive level presentations and high-level technical presentations.
• Experience selling cybersecurity solutions preferred.
• Excellent written and oral presentation skills. Examples may be requested.
• Examples of value proposition creation required.

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!

We take care of our employees. We offer competitive salaries and excellent benefits, including top-notch medical, dental, and vision insurance, as well as 401K, comprehensive life, short-term and long-term disability insurance, an employee assistance program, and generous time off, are just some of the many benefits we offer.

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 a criminal background check and drug screen per employment policy. In addition, all publicly posted social media sites may be reviewed.