delinea - Enterprise Account Manager
Requirements
• 10+ years experience as an Enterprise software sales executive selling to companies with revenues greater than $500M – client facing. • Must have at least 5 years of experience with an Identity vendor & 10 years as an Enterprise Account Manager. • Track record of proven success meeting/exceeding quota – ideally with a Cybersecurity company. • Bachelor’s degree from an accredited University preferred or equivalent work experience. • Must have a high level of experience using and following processes and tools: Sales Force, Clari, MEDDPICC, Value Business selling (or equivalent) • Ability to articulate a value proposition. • Proficient with Salesforce and Clari. • Proven ability to develop and manage territory sales plans and account plans. • Experience cultivating and controlling complex sales cycles with audiences of multiple stakeholders in Enterprise organizations. • Experience collaborating and working with strategic partners • Must be channel driven (working with partners and Distributors) • Relationships with business and technical decision makers. • Track record of success in identifying, cultivating and closing six figure+ opportunities. • Ability to conduct both executive level presentations and high-level technical presentations. • Experience managing client quarterly business reviews. • Excellent written and oral presentation skills. Examples may be requested. • Competitive mindset and ability to collaborate across Delinea.
Responsibilities
• Create and a territory sales plan and account plans as needed. • Prospect to create contacts and opportunities within Enterprise Accounts in a geographic region. • Proactively pursue existing leads who have expressed interest in our services. • Collaborate with and engage the 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. Build and manage sales pipeline. • 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.
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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