Inside Sales Executive, Delinea
+ Equity and bonus program
Privileged access management (PAM) solutions
Open for applications
Privileged access management (PAM) solutions
1001+ employees
Open for applications
+ Equity and bonus program
1001+ employees
Company mission
To empower cybersecurity for the modern, hybrid enterprise.
Role
Who you are
- 1+ years of experience and accomplishment in selling business to business SaaS software or 2+ years of experience as an Enterprise SDR
- Experience working with the channel partner and alliance ecosystem
- Proven track record as an avid hunter who consistently exceeds quota
- Passion to learn and work hard to overachieve and earn a strong income based on accomplishing goals
- Self-starter with strength as a high performing individual contributor
- Works effectively as a key part of the team in a goal driven environment
- 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
Desirable
- Experience in cybersecurity industry or Privileged Access Management or Identity Access Management
- Bachelor's Degree
What the job involves
- This position will be based in Boston, MA and requires a motivated self-starter who will be responsible for all net new sales into a geographic territory for SMB Accounts, as defined by Delinea based on annual revenue of $50M or less
- 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
- Drives growth of Delinea’s Market share and sales revenue through successful sales by identifying, developing, and closing new logo acquisition opportunities
- Achieve assigned revenue target by selling Delinea’s line of solutions to SMB customers and non-installed accounts with revenues less than $50M
- Provide leadership to a cross-functional account team (sales, marketing, presales specialists, professional services, customer success, and channels)
- Significantly extend the existing strategic relationship with customers/prospects to expand business opportunities for Delinea
- Drive and manage the entire sales cycle – from identifying the right business initiatives and building a competitive value proposition to negotiating through close
- Competent in the ability to forecast and assess revenue opportunities
- Investigate, understand, and work passionately to solve the internal business challenges of potential clients
- Build high level executive/SVP relationship sales to support long term partnership with customers
- Tailor the Delinea value proposition to prospects based on in-depth research of specific business conditions, drivers and specific knowledge of the territory and customers
- Deliver clear messaging, presentation and communicate product uniqueness and solutions to prospects
Our take
In a world of increasingly muscular cyber threats, Delinea is providing Privileged Access Management (PAM) tools for companies in the medical, construction, manufacturing, and government industries. With the constant evolution of threats, these and many more industries require sturdy support from companies, leading to PAM solutions being valued at $18.32 billion in 2019.
Delinea has enjoyed funding from Thomas Bravo and Insight Partners in the past, but is one of many similar companies in the industry. However, under its previous moniker of Centrify, dating back to Delinea’s merger with Thycotic Software, the company has been a major player in PAM since 2004. With a buyout in 2021 by TPG Capital, Delinea is clearly taking steps to keep up with modern threats.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Company benefits
- Full suite of medical, dental, and vision insurance
- 401(k)
- ROTH, comprehensive life insurance, short-term and long-term disability insurance, an employee assistance program
- Generous discretionary time off
- 10 or more paid holidays
Company values
- Spirited - What Delinea does is serious work, but it has a great time doing it. It's passionate about responding to its customers and making an impact. Delinea strives to bring out the best in each other
- Trust - Delinea's customers trust it to protect its most critical resources and take that responsibility seriously. It does the things it says it's going to, and it doesn’t promise what it can’t deliver. Delinea counts on each other, and it has each other’s backs
- Respect - Delinea treats everyone with dignity, respect and professionalism. It values diverse viewpoints and backgrounds as the foundation for collaboration and innovation
- Ownership - Delinea is driven to solve problems and it's accountable for delivering results with the highest level of integrity. Delinea shares all responsibility for the success of the company and its customers
- Nimble - Delinea challenges the status quo, and it innovates fast to stay ahead of cyberthreats, setting the pace for a fast-moving industry. It makes decisions with the best information available and learns from its actions
- Global - Employees across almost 40 countries and customers all over the world bring a global perspective to Delinea's business. It doesn’t base decisions on the assumptions of a single country or culture
Company HQ
Financial District, San Francisco, CA
Articles
Leadership
Art Gilliland
(CEO)Previously Advisor at TPG CAPITAL MANAGEMENT, L.P, Senior Vice President and GM, Symantec Enterprise Division Broadcom Inc, EVP and GM Enterprise Business Unit at Symantec, Member Board Of Directors at Gigamon.
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