Strategic Account Manager

🕒 Setembro 8

🇺🇸 Estados Unidos – Remoto (EUA)

⏰ Tempo Integral

🟠 Sênior

🔴 Especialista

💰 Gerente de Contas

👻 Score fantasma 13%

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Delinea

SiteLinkedInTodas as Vagas

1001 - 5000 funcionários

Fundada em 2021

🔒 Cibersegurança

☁️ SaaS

🏢 Corporativo

💰 Private Equity Round em 2021-03

Cybersecurity • SaaS • Enterprise

A Delinea é uma empresa de cibersegurança que oferece software de gerenciamento de acesso privilegiado (PAM) e segurança de identidades. A Delinea Platform (desenvolvida com Iris AI) descobre e inventaria continuamente identidades humanas, de máquinas e de IA em ambientes de cloud, on-premises, híbridos e SaaS; armazena credenciais em cofres, realiza sua rotação e governança; aplica acesso just-in-time e Zero Standing Privilege; realiza análises de postura e ameaças de identidade; e oferece autorização de runtime e auditoria em tempo real, baseadas em políticas, para acessos privilegiados e agentes de IA.

Descrição

• Drive all net new sales into Delinea strategic accounts with annual revenue of $20 billion and above • Cover an assigned account list rather than a geographic region • Apply business acumen and Delinea sales methodology to prospective customer engagements • Achieve or exceed quota targets and develop satisfied, referenceable customers • Prospect for 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 maintain CRM accuracy • 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 monthly and quarterly initiative progress to internal and external stakeholders • Develop new business with existing clients and identify improvement areas to meet 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% for customer visits, field events, and internal meetings

🎯 Requisitos

• 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 working with channel partner and alliance ecosystems • 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 solutions to prospect stakeholders • Proficiency with sales automation applications and technologies, particularly SFDC forecasting and reporting • Familiarity with MEDDPICC • Understanding of organizational structure and dynamics • Exceptional communication and presentation skills • Ability to travel up to 50% • Cybersecurity industry experience is a bonus • Privileged Access Management or Identity Access Management experience is a bonus

🏖️ Benefícios

• Meaningful bonus program • Healthcare insurance • Pension/retirement matching • Comprehensive life insurance • Employee assistance program • Time off plans • Paid company holidays • Equity • Commission • Performance-based bonus plans or role-based incentive programs • Remote work arrangement