Strategic Account Manager
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Job Description
Strategic Account Manager driving net-new SaaS sales for Delinea's identity security platform. Managing $20B+ strategic accounts, complex C-level sales cycles, and up to 50% customer travel.
Responsibilities:
- Sell Delinea's identity security platform to strategic accounts with annual revenue of $20 billion and above
- Generate all net new sales within an assigned strategic account list
- Prospect within the assigned territory to uncover sales opportunities
- 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
- Develop solution-focused selling skills and understand how solutions meet client needs
- Collaborate 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 monthly and quarterly initiative progress 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
- Travel up to 50% to visit customers, attend field events, and participate in internal meetings
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, develop innovative value propositions, and negotiate and close under time and objective pressure
- Demonstrated success working with channel partners and the alliance ecosystem
- Proven track record as an avid hunter, closing complex sales cycles consultatively and consistently exceeding quota
- Experience generating and executing strategic plans for closing new logos and growing key accounts
- Ability to sell independently while communicating 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 MEDDPICC
- Ability to understand and leverage organizational structure and dynamics
- Exceptional communication and presentation skills
- Ability to travel up to 50%
- Bachelor's Degree is a bonus/preferred qualification
- Upon conditional offer, completion of a comprehensive criminal background check, education verification, and employment verification is required
- Must answer employment sponsorship questions for the application location
Benefits:
- Meaningful bonus program
- Healthcare insurance
- Pension/retirement matching
- Comprehensive life insurance
- Employee assistance program
- Time off plans
- Paid company holidays
- Equity
- Commission
- Competitive salaries
- Career progression
- Culture of innovation
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