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Delinea is a cloud-native Identity Security Platform that uses AI-powered intelligence to secure human and machine identities across modern enterprises. The company enables organizations to discover all identities, assign appropriate access levels, detect irregularities, and respond to threats in real-time.
You will be responsible for net new sales into Enterprise Accounts within an assigned geographic territory. This is a remote position based in Australia, though you may be required to travel up to 50% of the time to visit customers, attend trade shows, field events, and internal meetings such as sales kick-offs and quarterly business reviews.
Key responsibilities include:
- Create territory sales plans and account plans as needed
- Prospect to generate contacts and opportunities within Enterprise Accounts
- Proactively pursue existing leads who have expressed interest in services
- Collaborate with Delinea technical experts to articulate product strengths and capabilities
- Consistently meet and exceed sales targets
- Maintain accurate forecasts and build/manage sales pipeline
- Cultivate and manage relationships with Channel partners
- Leverage Delinea executives and their networks to access prospective clients
- Continuously develop expertise in Cybersecurity
Delinea values diversity, innovation, and a culture of respect and fairness. The company has a strong promote-from-within philosophy, offering career advancement opportunities for high performers. Compensation includes competitive salaries, meaningful bonus programs, healthcare insurance, pension/retirement matching, comprehensive life insurance, employee assistance programs, and paid time off.
REQUIREMENTS:
- 10+ years 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 experience using and following processes and tools: Salesforce, Clari, MEDDPICC, Value Business selling (or equivalent)
- Ability to articulate value propositions
- Proficiency with Salesforce and Clari
- Proven ability to develop and manage territory and account sales plans
- Experience managing complex sales cycles with multiple stakeholders in Enterprise organizations
- Experience collaborating with strategic partners and channel partners/distributors
- Relationships with business and technical decision makers
- Track record of identifying, cultivating, and closing six-figure+ opportunities
- Ability to conduct executive-level and technical presentations
- Experience managing client quarterly business reviews
- Excellent written and oral presentation skills
