Strategic Account Manager
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Job Description
Strategic Account Manager driving net-new sales of Delinea’s cloud-native identity security platform to $20B+ enterprises. Managing complex C-level sales cycles and strategic accounts.
Responsibilities:
- Responsible for all net new sales into Strategic Accounts of $20 Billion and above
- Cover a specific accounts list rather than a geographic region
- Travel up to 50% to visit customers, attend field events, and attend internal meetings such as sales kick-offs or quarterly business reviews
- Apply strong business acumen and Delinea sales methodology to every prospective customer engagement
- Achieve or exceed quota targets while developing satisfied and referenceable customers
- Prospect to uncover sales opportunities within the assigned territory
- Lead complex sales cycles and present application value to C-level executives
- Build and maintain relationships with influencers and decision-makers
- Understand business challenges and create solutions
- Manage the sales pipeline and ensure CRM accuracy
- Learn how solutions meet client needs and develop solution-focused selling skills
- Work with marketing and sales teams to develop target strategies
- Negotiate contracts and close agreements to maximize profits
- Ensure timely and successful delivery of solutions according to customer needs and objectives
- Communicate progress of monthly and quarterly initiatives to internal and external stakeholders
- Develop new business with existing clients and identify areas for improvement to meet sales quotas
- Forecast and track key account metrics, including quarterly sales results and annual forecasts
- Collaborate with sales teams to identify and grow opportunities within the territory
Requirements:
- 10+ years of experience successfully selling ROI-driven, Enterprise-Wide SaaS/Subscription/Cloud Applications to C-level decision makers within $20bn+ organizations
- Experience selling Professional Services as part of outcome-based solution selling
- Ability to demonstrate software offerings at a detailed level
- Ability to develop innovative value propositions to maximize sales revenue
- Ability to 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
- Consistently exceeds quota
- Experience generating and executing strategic plans for closing new logos and growing key accounts
- Flexibility and ability to thrive selling as an individual
- Ability to communicate the technical and business value of Delinea solutions to all prospect stakeholders
- 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
- Exceptional communication and presentation skills
- Ability to travel up to 50%
- Bachelor's Degree is a bonus if you have it
- Upon conditional offer, completion of comprehensive criminal background check, verification of education, and verification of employment is required
Benefits:
- Offers equity
- Offers commission
- Meaningful bonus program
- Healthcare insurance
- Pension/retirement matching
- Comprehensive life insurance
- Employee assistance program
- Time off plans
- Paid company holidays
- Meaningful work
- Culture of innovation
- Great career progression
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