Strategic Account Manager

Strategic Account Manager Summary:

This remote position requires a motivated self-starter who will be responsible for all net new sales into Strategic Accounts, targeting organizations with $20 Billion and above in annual revenue. These accounts represent Delinea’s most strategic and sophisticated client relationships.

The role may require up to 50% travel to visit customers, attend field events, and participate in internal meetings such as sales kick-offs or quarterly business reviews.

What You'll Do:

• Apply strong business acumen and Delinea sales methodology to every prospective customer engagement.
• Achieve and exceed quota targets, while developing satisfied and referenceable customers.
• Effectively prospect to uncover sales opportunities within the assigned territory.
• Lead complex sales cycles and present the value of Delinea’s applications to C-level executives of organizations.
• Build and maintain relationships with influencers and decision-makers.
• Quickly understand business challenges and create tailored solutions.
• Manage the sales pipeline and ensure CRM accuracy.
• Learn how Delinea solutions meet client needs and develop solution-focused selling skills.
• Collaborate with marketing and sales teams to develop target strategies.
• Negotiate contracts and close agreements to maximize profits.
• Ensure timely and successful delivery of solutions according to customer needs and objectives.
• Communicate the progress of monthly/quarterly initiatives to internal and external stakeholders.
• Develop new business with existing clients and identify areas for 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 the territory.

What You'll Bring:

• 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, and negotiate under pressure.
• Demonstrated success in working with channel partners and alliances.
• Proven track record as an avid hunter, closing complex sales cycles in a consultative manner, and consistently exceeding quota.
• Thrill of generating and executing strategic plans for closing new logos and growing key accounts.
• Flexibility and ability to thrive selling independently while communicating technical and business value to stakeholders.
• Proficiency with sales automation applications, particularly SFDC forecasting and reporting.
• Familiarity with sales process frameworks, specifically MEDDPICC.
• Understanding of organizational structure and dynamics to support company strategy, culture, and priorities.
• Exceptional communication and presentation skills.
• Ability to travel up to 50%.

Bonus if You Have:

• Experience in the cybersecurity industry.
• Privileged Access Management or Identity Access Management experience.
• A Bachelor's Degree.

Why work at Delinea?

• We are passionate problem-solvers helping the world's largest organizations protect human and machine identities.
• We invest in smart, self-motivated, and collaborative individuals.
• We offer meaningful work, a culture of innovation, and great career progression.

At Delinea, our core values are STRONG:

• 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 offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays.