Enterprise Account Manager

Enterprise Account Manager

This remote position requires a motivated self-starter who will be responsible for net new sales into Enterprise Accounts. 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.

What You'll Do:

• 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.

What You'll Bring:

• 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.

Why work at Delinea?

• 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…