delinea - Strategic Account Manager - Southeast
Requirements
• 10+ years of experience successfully selling ROI-driven, Enterprise-Wide SaaS/Subscription/Cloud Applications to C-level decision makers within $20bn+ organizations. • 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% • Privileged Access Management or Identity Access Management experience • Bachelor's Degree
Responsibilities
• 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
Benefits
• On Target Earnings $280K – $350K • Offers Equity • Offers Commission • We are committed to fair and equitable pay. Compensation for this role is typically within the posted range; however, actual pay may vary based on experience, skills, business needs, and location. • We consider the scope of the role, individual experience, and contribution when determining compensation. • Eligible team members may also participate in performance-based bonus plans or role-based incentive programs. Details will be shared during the hiring process. • Upload your resume here to autofill key application fields. • Drop your resume here! • Parsing your resume. Autofilling key fields... • or drag and drop here • First and Last Name • What are your base salary expectations? If this application is for a sales role, please include OTE. • Decline to self-identify • Hispanic or Latino - A person of Cuban, Mexican, Puerto Rican, South or Central American, or other Spanish culture or origin regardless of race. • Hispanic or Latino • White (Not Hispanic or Latino) - A person having origins in any of the original peoples of Europe, the Middle East, or North Africa. • White • Black or African American (Not Hispanic or Latino) - A person having origins in any of the Black racial groups of Africa. • Black or African American • Native Hawaiian or Other Pacific Islander (Not Hispanic or Latino) - A person having origins in any of the peoples of Hawaii, Guam, Samoa, or other Pacific Islands. • Native Hawaiian or Other Pacific Islander • Asian (Not Hispanic or Latino) - A person having origins in any of the original peoples of the Far East, Southeast Asia, or the Indian Subcontinent, including, for example, Cambodia, China, India, Japan, Korea, Malaysia, Pakistan, the Philippine Islands, Thailand, and Vietnam. • Asian • American Indian or Alaska Native (Not Hispanic or Latino) - A person having origins in any of the original peoples of North and South America (including Central America), and who maintain tribal affiliation or community attachment. • American Indian or Alaska Native • Two or More Races (Not Hispanic or Latino) - All persons who identify with more than one of the above five races. • Two or More Races • Hispanic or Latino • White (Not Hispanic or Latino) • Black or African American (Not Hispanic or Latino) • Native Hawaiian or Other Pacific Islander (Not Hispanic or Latino) • Asian (Not Hispanic or Latino) • American Indian or Alaska Native (Not Hispanic or Latino) • Two or More Races (Not Hispanic or Latino) • I identify as one or more of the classifications of protected veteran listed above • I am not a protected veteran
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