delinea - Vice President, Field Sales - Commercial
Requirements
• Working from home with limited travel (average 25%), this position requires an exceptional leader and people manager who will be responsible for all net new and XU-sell sales within the U.S. Commercial market. This role will report to the Senior Vice President, Sales - Americas. • Experience as a Commercial software sales executive selling to a corporate IT audience. • Bachelors degree or equivalent • Exceptional leadership and people skills with proven success leading a national team. • Classic training in a proven sales methodology (i.e., Miller Heiman Strategic Selling, MEDDIC or similar). • Experience working with Channel Partners • Ability to conduct both executive level presentations and high-level technical presentations. • Experience cultivating and controlling complex sales cycles with audiences of multiple stakeholders in Commercial organizations. • Track record of success in coaching Account Executives in how to identify, cultivate and close five to six figure+ transactions. • Working knowledge of Information Security and/or Network Architecture desired. • Ability to work and sell in a highly collaborative teamed environment. • Detail oriented, relationship-building skills, and a focus on a high level of customer service • Excellent written and verbal communication skills, • Positive attitude and both experience and a passion for developing junior account execs. • Proven ability to handle, adapt, and overcome change. • Focus and time management skills to work remotely. • Experience using Salesforce and related productivity tools. • Knowledge/familiarity with modern prospecting and customer analytics applications.
Responsibilities
• Consistently meet/exceed team pipeline and sales targets. • Accomplish regional sales and human resource objectives by recruiting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining team members; communicating job expectations; planning, monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions; enforcing policies and procedures • Achieve regional sales operational objectives by contributing regional sales information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing production, productivity, quality, and customer-service standards; resolving problems; identifying trends; determining regional sales system improvements; implementing change. • Meets regional sales financial objectives by forecasting requirements; preparing an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions. • Establishes sales objectives by creating a sales plan in support of national objectives. • Maintain and expand customer base by coaching Regional Directors and Account Executives; building and maintaining rapport with key customers; identifying new customer opportunities. • Recommend product enhancements/development by identifying new product opportunities and service changes; surveying consumer needs and trends; tracking competitors. • Define go-to market strategy for commercial market and establish and develop regional teams • Never stop learning! Constantly stay current with industry changes and trends and build your expertise in Cybersecurity.
Benefits
• 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.
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