Strategic Account Manager - West

About Delinea

Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to govern their interactions across the modern enterprise. It applies context throughout the identity lifecycle across cloud and traditional infrastructure, data, SaaS applications, and AI. Delinea’s platform enables you to discover all identities, assign appropriate access levels, detect irregularities, and respond to threats in real time.

With deployment in weeks, fewer resources required to manage than competitors, and high uptime, Delinea delivers security and operational efficiency. Learn more about Delinea on , Linked In, X, and You Tube.

Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you’re ready to push boundaries and challenge the status quo in security, we want to hear from you.

Apply today to help us achieve our mission.

This remote position requires a motivated self-starter who will be responsible for all net new sales into Strategic Accounts, $10 Billion and above as defined by Delinea based on annual revenue. These represent Delinea’s most strategic and sophisticated client relationships. Based in a specific geographic area, the candidate may be required to travel up to 50% throughout the assigned territory to visit customers, attend trade shows or field events, and for internal meetings such as sales kick-offs or quarterly business reviews.

With our strong promote-from-within philosophy, successful performance in this role will provide career advancement opportunities to those seeking to take their sales careers to the next level.

• 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

• 10+ years of experience successfully selling ROI-driven, Enterprise-Wide SaaS/Subscription/Cloud Applications to C-level decision makers
• 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…