Enterprise Account Manager – SLED Midwest

Role Overview

• 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

Tech Stack

• Cyber Security
• SFDC

Benefits

• Healthcare insurance
• Pension/retirement matching
• Comprehensive life insurance
• Employee assistance program
• Time off plans
• Paid company holidays