delinea - Enterprise Account Manager
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Requirements
• 5 years as an Enterprise software sales executive selling to the DoD and Intelligence Community (IC) • 10+ years of enterprise sales and/or program/product management • Bachelor’s degree from an accredited university preferred or equivalent work experience. • Secret clearance/Top Secret clearance (TS) or TS/SCI preferred and deep knowledge of the U.S. DOD/intelligence community, Joint Chiefs, OSD, DTIC and other Defense Agencies and COCOMS. • 7+ years of technology-related sales, account management and/or consulting experience • Self-motivated • Strong written and verbal communication skills with strong presentation skills • Enterprise sales experience including business rapport with current decision makers • Prior experience breaking into new accounts • Experience selling to and through Channel partners • Understanding of the Federal channel-centric go-to-market approach • Experience working with large programs and capture efforts to build programmatic business • Familiarity with specific large program capture efforts within the DOD and IC. • Track record of success in identifying, cultivating, and closing six and seven figure+ transactions. • Established book of business in territory, a plus. • Ability to conduct both executive level presentations and high-level technical presentations. • Experience cultivating and controlling complex sales cycles with audiences of multiple stakeholders
Responsibilities
• 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 • Ability to quickly understand business challenges and create solutions. • Sales pipeline management, and CRM accuracy • Learn how solutions meet needs of clients and develop skill solution focused selling • Work with marketing and sales team 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 team to identify and grow opportunities within territory
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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