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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 govern identity interactions across cloud infrastructure, traditional systems, data, SaaS applications, and AI environments.
This is a senior individual contributor sales role focused on net new business development into strategic accounts, specifically FTSE 100 and global enterprise organizations. You will own some of Delinea's most strategically significant new logo opportunities, engaging CISOs and C-suite executives at the UK's largest organizations. This is a hunter role for someone who thrives at board level, navigates complex multi-stakeholder sales cycles, and closes transformational deals.
Key responsibilities include:
- Prospecting and uncovering sales opportunities within assigned territory
- Leading complex sales cycles and presenting value propositions to C-level executives
- Building and maintaining relationships with key influencers and decision-makers
- Applying Delinea sales methodology and strong business acumen to customer engagements
- Achieving and exceeding quota targets while developing satisfied, referenceable customers
- Managing sales pipeline and ensuring CRM accuracy
- Negotiating contracts and closing agreements to maximize profitability
- Collaborating with marketing, SDRs, and channel partners to develop target strategies and identify growth opportunities
- Forecasting and tracking key account metrics
- Communicating progress on monthly/quarterly initiatives to internal and external stakeholders
You will be supported by a dedicated senior SDR, a mature and active channel organization, and a sophisticated marketing function, allowing you to focus energy on winning deals.
Requirements:
- 10+ 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, and negotiate/close under time and objective pressure
- Demonstrated success working with channel partners and alliance ecosystems
- Proven track record as an avid hunter with experience closing complex sales cycles in a consultative manner, consistently exceeding quota
- Proficiency with sales automation applications, particularly Salesforce forecasting and reporting
- Familiarity with sales process frameworks, specifically MEDDPICC
- Exceptional communication and presentation skills
- Ability to travel up to 50%
- Flexibility and ability to thrive as an individual contributor while effectively communicating technical and business value to all prospect stakeholders
Bonus qualifications:
- Experience in cybersecurity industry
- Privileged Access Management or Identity Access Management experience
