Strategic Account Manager, Delinea

• 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 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%

Desirable

• This remote position requires a motivated self-starter who will be responsible for all net new sales into Strategic Accounts, $10 Billion and above as defined by Delinea based on annual revenue
• These represent Delinea’s most strategic and sophisticated client relationships
• Based in a specific geographic area, the candidate may be required to travel up to 50% throughout the assigned territory to visit customers, attend trade shows or field events, and for internal meetings such as sales kick-offs or quarterly business reviews
• With our strong promote-from-within philosophy, successful performance in this role will provide career advancement opportunities to those seeking to take their sales careers to the next level
• 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