delinea - Enterprise Account Manager - SLED Midwest
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Requirements
• 5+ years of experience and accomplishment in selling business to business SaaS software • Experience working with the channel partner and alliance ecosystem • Proven track record as an avid hunter who consistently exceeds quota • Passion to learn and work hard to overachieve and earn a strong income based on accomplishing goals • Self-starter mindset with strength as a high performing individual contributor • Effectiveness as a key part of the team in a goal driven environment • Proficiency with sales automation applications and technologies, particularly SFDC forecasting and reporting • Familiarity with sales process frameworks, specifically MEDDPICC • Understanding of organization structure and dynamics to support the strategy, culture, and priorities of the company • Exceptional communication and presentation skills • Sales experience selling into State, Local and Education. • Experience working with state contracts.
Responsibilities
• Drive growth of Delinea’s Market share and sales revenue through successful sales by identifying, developing, and closing new logo acquisition opportunities • Achieve assigned revenue target by selling Delinea’s line of solutions to SLED customers and non-installed accounts in an assigned geographic region. • Provide leadership to a cross-functional account team (sales, presales specialists, professional services, customer success) • Significantly extend the existing strategic relationship with customers/prospects to expand business opportunities for Delinea • Drive and manage the entire sales cycle – from identifying the right business initiatives and building a competitive value proposition to negotiating through close • Forecast and assess revenue opportunities • Investigate, understand, and work passionately to solve the internal business challenges of potential clients • Build high level executive/SVP relationship sales to support long term partnership with customers • Tailor the Delinea value proposition to prospects based on in-depth research of specific business conditions, drivers and specific knowledge of the territory and customers. • Deliver clear messaging, presentation and communicate product uniqueness and solutions to prospects. • Create and personalize a territory plan for the assigned territory. • Prospect to and create contacts within SLED 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. • Maintain an accurate forecast of sales pipeline. • Cultivate and manage relationships with Channel partners. • Never stop learning! Continue to hone your craft and build your expertise in Cybersecurity. • Research agencies, contracts, systems integrators and resellers and contact who might benefit from our solutions and generate new pipeline through targeted outreach. • Be able to negotiate through State contracts to finalize a sale.
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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