Enterprise Account Manager

What You'll Do

• Create and a territory sales plan and account plans as needed.
• Prospect to create contacts and opportunities within Enterprise Accounts in a geographic region.
• Proactively pursue existing leads who have expressed interest in our services.
• Collaborate with and engage the 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. Build and manage sales pipeline.
• Cultivate and manage relationships with Channel partners.
• Leverage Delinea’s executives, and their networks, to gain access to prospective clients.
• Never stop learning! Continue to hone your craft and build your expertise in Cybersecurity.

What You'll Bring

• 10+ years experience as an Enterprise software sales executive selling to companies with revenues greater than $500M – client facing.
• Must have at least 5 years of experience with an Identity vendor & 10 years as an Enterprise Account Manager.
• Track record of proven success meeting/exceeding quota – ideally with a Cybersecurity company.
• Bachelor’s degree from an accredited University preferred or equivalent work experience.
• Must have a high level of experience using and following processes and tools: Sales Force, Clari, MEDDPICC, Value Business selling (or equivalent)
• Ability to articulate a value proposition.
• Proficient with Salesforce and Clari.
• Proven ability to develop and manage territory sales plans and account plans.
• Experience cultivating and controlling complex sales cycles with audiences of multiple stakeholders in Enterprise organizations.
• Experience collaborating and working with strategic partners
• Must be channel driven (working with partners and Distributors)
• Relationships with business and technical decision makers.
• Track record of success in identifying, cultivating and closing six figure+ opportunities.
• Ability to conduct both executive level presentations and high-level technical presentations.
• Experience managing client quarterly business reviews.
• Excellent written and oral presentation skills. Examples may be requested.
• Competitive mindset and ability to collaborate across Delinea.