Director of Renewals, Delinea
+ Equity and bonus
Privileged access management (PAM) solutions
Be an early applicant
Privileged access management (PAM) solutions
1001+ employees
Be an early applicant
+ Equity and bonus
1001+ employees
Company mission
To empower cybersecurity for the modern, hybrid enterprise.
Role
Who you are
- ‘Presidents Club’ mindset – a desire to win with integrity, the measurable results to prove it
- History of success in driving net retention and experience achieving stretch goals
- Strength in talent management, driving a culture of coaching and development, performance management, and people-first approach
- Ability to convert strategy to tactics, having exceptional strategic, conceptual analytical thinking, and decision making skills
- Managerial courage: a desire to working cross-functionally to solve complex issues, not being afraid to disrupt the status quo for the greater good
- An effective delegator, being able to effectively prioritize your own activities as well as teams so we can move quickly with purpose
- Strong business acumen and understanding of business models across industries
- Capable of managing fast-paced situations in a dynamic environment
- Excellent communication, presentation (written and oral), and organization skills a must
- A strong opinion on sales process, opportunity management
- Growth mindset, and a positive, never fail attitude
- Proficiency in Salesforce, Clari, and Gainsight
What the job involves
- Reporting to the SVP of Customer Experience, the Director of Renewals will be responsible for leading our global Renewals teams and creating value through net retention
- As the leader of the Renewals organization, the goal of this role is to increase value realization for customers through usage, retention, adoption; while driving business expansion in our accounts
- Given our subscription business model, this role is vital to our long-term growth
- This position will be a key member of the Delinea GTM Leadership Team, but will work cross-functionally on many initiatives
- Lead a global organization of renewals managers, with regional front line leaders reporting into this role directly, and individual contributors reporting to those managers
- Own the renewals operating model, leading the forecast cadence for both renewals managers and customer success managers with renewal quota
- Develop a renewals playbook to standardize motions for expansion (partner with sales), migration (partners with product and engineering), and save plays (partner with CS)
- Reduce manual processes by automating as much as possible in Gainsight
- Drive forecast accuracy, and manage renewal sales process across the global organization
- Improve existing operations/communication and timelines for partners and customers
- Create and drive incentives for customers and employees to expand our referenceable customer database and drive advocacy activities
- Identify customer trends, and create actionable solutions in partnership with other organizational leaders to drive meaningful change based on insights captured from customer feedback loop
- Improve the profitability and efficiency of renewals through the channel organization
- Ensure strong processes and systems are in place so that trends in customer churn are identified early, communicated with the appropriate audience, and appropriate follow-up action is taken, including working with the product team to receive feedback on the growing requirements of a customer
- Meet financial goals: improve gross and net retention; establish leading, lagging, and operational metrics that help achieve these over-arching goals
Application process
- Upon conditional offer of employment, candidates are required to complete comprehensive 7-year criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed
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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