[Remote] Strategic Account Manager - Southeast

Note: The job is a remote job and is open to candidates in USA. Delinea is a cybersecurity company that secures human and machine identities through its cloud-native Identity Security Platform. The Strategic Account Manager will drive net-new sales into strategic accounts with annual revenues of $20 billion or more, manage complex enterprise sales cycles, build executive relationships, and achieve quota targets. This remote role may require travel of up to 50% for customer visits, field events, and internal meetings.

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

Skills

• • 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%
• • Experience in cybersecurity industry
• • Privileged Access Management or Identity Access Management experience
• • Bachelor's Degree

Benefits

• Offers Equity
• Offers Commission
• Remote position
• Meaningful bonus program
• Healthcare insurance
• Pension/retirement matching
• Comprehensive life insurance
• Employee assistance program
• Time off plans
• Paid company holidays

Company Overview