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Delinea is a cloud-native Identity Security Platform that secures human and machine identities through intelligent, centralized authorization. The company uses AI-powered intelligence to help organizations govern identity interactions across cloud infrastructure, traditional systems, data, SaaS applications, and AI environments.
This is a remote-based Enterprise Account Manager role with up to 50% travel required throughout an assigned geographic territory. You will be responsible for net new sales into Enterprise Accounts, managing complex sales cycles, and building long-term client relationships.
Key Responsibilities:
- Create territory sales plans and account plans for assigned regions
- Prospect and develop contacts and opportunities within Enterprise Accounts
- Pursue existing leads who have expressed interest in Delinea's services
- Collaborate with Delinea technical experts to articulate product strengths and close deals
- Consistently meet and exceed sales targets and maintain accurate forecasts
- Build and manage a healthy sales pipeline
- Cultivate and manage relationships with channel partners and distributors
- Leverage Delinea executives and their networks to access prospective clients
- Develop expertise in cybersecurity and identity management
Delinea values diversity, innovation, and a culture of respect. The company offers competitive salaries, meaningful bonus programs, healthcare insurance, pension/retirement matching, comprehensive life insurance, employee assistance programs, and paid time off. The company has a strong promote-from-within philosophy, with career advancement opportunities for high performers.
REQUIREMENTS:
- 10+ years of experience as an Enterprise software sales executive selling to companies with revenues greater than $500M (client-facing)
- Minimum 5 years of experience with an Identity vendor
- 10+ years as an Enterprise Account Manager
- Proven track record of meeting/exceeding quota, ideally with a Cybersecurity company
- Bachelor's degree from an accredited university preferred, or equivalent work experience
- High-level proficiency with Salesforce, Clari, MEDDPICC, and Value Business selling methodologies (or equivalents)
- Ability to articulate value propositions clearly
- Proven ability to develop and manage territory and account plans
- Experience managing complex sales cycles with multiple stakeholders in Enterprise organizations
- Experience collaborating with strategic partners and channel partners/distributors
- Track record of identifying, cultivating, and closing six-figure+ opportunities
- Ability to conduct both executive-level and technical presentations
- Experience managing client quarterly business reviews
- Excellent written and oral presentation skills
- Competitive mindset with strong collaboration abilities
