Enterprise Account Manager – SLED Midwest
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Job Description
Enterprise Account Manager responsible for sales growth in SLED accounts. Focused on generating new business opportunities and managing strategic customer relationships.
Responsibilities:
- Drive 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 SLED customers and non-installed accounts in an assigned geographic region.
- Provide leadership to a cross-functional account team (sales, presales specialists, professional services, customer success)
- 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
- 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.
- Create and personalize a territory plan for the assigned territory.
- Prospect to and create contacts within SLED Accounts in a geographic region.
- Proactively pursue existing leads who have expressed interest in our services.
- Collaborate with and engage the right Delinea technical experts to provide an accurate and compelling story on our products’ strengths and capabilities to win deals.
- Consistently meet/exceed sales targets.
- Maintain an accurate forecast of sales pipeline.
- Cultivate and manage relationships with Channel partners.
- Never stop learning! Continue to hone your craft and build your expertise in Cybersecurity.
- Research agencies, contracts, systems integrators and resellers and contact who might benefit from our solutions and generate new pipeline through targeted outreach.
- Be able to negotiate through State contracts to finalize a sale.
Requirements:
- 5+ years of experience and accomplishment in selling business to business SaaS software
- 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 mindset with strength as a high performing individual contributor
- Effectiveness 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
- Understanding of organization structure and dynamics to support the strategy, culture, and priorities of the company
- Exceptional communication and presentation skills
- Sales experience selling into State, Local and Education.
- Experience working with state contracts.
- Experience selling identity solutions
Benefits:
- Healthcare insurance
- Pension/retirement matching
- Comprehensive life insurance
- Employee assistance program
- Time off plans
- Paid company holidays
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