Enterprise Account Manager 

About Delinea 

Delinea is a leading provider of privileged access management (PAM) solutions for the modern, hybrid enterprise. We make privileged access more accessible by eliminating complexity and defining the boundaries of access to reduce risk, ensure compliance, and simplify security. Delinea empowers thousands of customers worldwide, including over half the Fortune 100. Our customers include the world’s largest financial institutions, intelligence agencies, and critical infrastructure companies. delinea.com 

As organizations continue their digital transformations, they are faced with increasingly sophisticated environments and more challenging requirements for securing an expanded threatscape. Legacy PAM solutions are not designed for today’s hybrid environments, are too complex, and cannot solve current privilege management challenges. Our mission is to provide security that’s invisible to the user, while simultaneously providing IT and security teams with the control they require. Delinea’s solutions grant access to an organization’s most critical data, devices, code, and cloud infrastructure using a centralized dashboard. Users get access when and where they need it, for as long as needed to complete the task. With Delinea, privileged access is more accessible. 

Position Summary 

This remote position requires a motivated self-starter who will be responsible for all net new sales into Enterprise Accounts, $500 Million to $10 Billion as defined by Delinea based on annual revenue.  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. 

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 

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 

Skills and Requirements 

5+ 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 

Enjoys the thrill of generating and executing strategic plans for closing new logos and growing key accounts 

Flexible and able 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 

Experience in cybersecurity industry preferred; Privileged Access Management or Identity Access Management experience a plus 

Bachelor's Degree preferred 

Ability to travel up to 50% 

Why work at Delinea? 

We’re passionate problem-solvers doing our part to make the world a safer place. 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! 

We take care of our employees. We offer competitive salaries and excellent benefits, including top-notch medical, dental, and vision insurance, as well as 401K, comprehensive life, short-term and long-term disability insurance, an employee assistance program, and generous time off, are just some of the many benefits we offer. 

Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. 

Upon conditional offer of employment, candidates are required to complete a criminal background check and drug screen per employment policy. In addition, all publicly posted social media sites may be reviewed. 

Delinea Culture & Benefits:

Why work at Delinea? 

·        We’re passionate problem-solvers doing our part to make the world a safer place. 

·        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—Spirited – Trust – Respect – Ownership – Nimble – Global – and guide our behaviors and success. 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 equity and bonus program, and excellent benefits, including full suite health and wellness plans (specific to individual country plans), generous discretionary time off (DTO), and paid holidays. We support all families with paid leave, specific to individual country plans, for new birth, adoption, surrogacy, or foster-to-adopt primary caregivers.

Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. 

Upon conditional offer of employment, candidates are required to complete comprehensive 7-year criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.