Strategic Account Manager

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September 21

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Climb Channel Solutions NA

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API • Cybersecurity • SaaS

Climb Channel Solutions NA is an IT distribution company focused on providing leading and innovative technology solutions. They support technology resellers by offering expertise in areas such as virtualization, cloud, data management, and cybersecurity, thereby enhancing their partners' success. Climb is dedicated to transforming IT distribution with exceptional service and an extensive vendor marketplace to facilitate business growth for its partners across various sectors, including public and private markets.

51 - 200 employees

Founded 1982

🔌 API

🔒 Cybersecurity

☁️ SaaS

📋 Description

• Responsible for all net new sales into Strategic Accounts ($10B+ annual revenue) within assigned geographic area • Apply strong business acumen and Delinea sales methodology to every prospective customer engagement • Achieve/exceed quota targets and develop satisfied, referenceable customers • Effectively prospect to uncover sales opportunities and lead complex sales cycles • Present value to C-level executives and build relationships with influencers and decision-makers • Understand client business challenges and craft outcome-based solutions, including Professional Services • Manage sales pipeline and ensure CRM (SFDC) accuracy • Collaborate with marketing and sales teams to develop territory strategies • Negotiate contracts, close agreements, and ensure timely delivery of solutions • Forecast and track key account metrics and communicate progress to stakeholders • Develop new business with existing clients and identify opportunities for account growth • Travel up to 50% for customer visits, trade shows, and internal meetings

🎯 Requirements

• 10+ years of experience successfully selling ROI-driven, Enterprise-Wide SaaS/Subscription/Cloud Applications to C-level decision makers • Experience selling Professional Services as part of outcome-based solution selling • Ability to demonstrate software offerings at a detailed level and develop innovative value propositions • Strong negotiation and closing skills under time and objective pressure • Demonstrated success working with channel partner and alliance ecosystem • Proven track record as an avid hunter, closing complex consultative sales cycles and consistently exceeding quota • Experience generating and executing strategic plans for closing new logos and growing key accounts • Ability to communicate technical and business value to prospect stakeholders • Proficiency with sales automation applications, particularly SFDC forecasting and reporting • Familiarity with MEDDPICC sales process framework • Exceptional communication and presentation skills • Ability to travel up to 50% • (Bonus) Experience in cybersecurity industry • (Bonus) Privileged Access Management or Identity Access Management experience • (Bonus) Bachelor's Degree

🏖️ Benefits

• Competitive salaries • Meaningful equity and bonus program • Full suite of medical, dental, and vision insurance • Pension/retirement matching • Comprehensive life insurance • Employee assistance program • Generous discretionary time off (DTO) • Paid company holidays • Paid leave for new birth, adoption, surrogacy, or foster-to-adopt primary caregivers • Remote work (U.S. Remote) • Career progression and promote-from-within philosophy