Strategic Account Manager

🕒 il y a 2 mois

🇺🇸 États-Unis – Télétravail

⏰ Temps Plein

🟠 Senior

🔴 Expert

💰 Responsable de comptes

👻 Score fantôme 17%

Ce que ça veut dire : la probabilité que personne ne recrute vraiment pour cette offre.Comment le lire : 60 % ou plus, on pense que c'est une offre fantôme. Un score plus bas est moins inquiétant.Comment on la calcule : ancienneté, republications, postes ouverts vs taille de l'équipe, rapidité de clôture, et si le salaire est indiqué.À noter : une estimation à partir de données publiques, pas un jugement sur l'entreprise. De vraies offres peuvent avoir un score élevé, alors prenez-le comme un indice, pas comme un fait.

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Delinea

Site WebLinkedInTous les Emplois

1001 - 5000 employés

Fondée en 2021

🔒 Cybersecurity

☁️ SaaS

🏢 Entreprise

💰 Private Equity Round en 2021-03

Cybersecurity • SaaS • Enterprise

Delinea est une entreprise de cybersécurité qui fournit des solutions logicielles de gestion des accès privilégiés (PAM) et de sécurité des identités. La plateforme Delinea, optimisée par Iris AI, découvre et inventorie en continu les identités humaines, machines et IA dans les environnements cloud, sur site, hybrides et SaaS ; elle gère les coffres-forts, la rotation et la gouvernance des identifiants ; applique l’accès juste-à-temps et le principe Zero Standing Privilege ; réalise l’analyse de la posture des identités et des menaces ; et fournit une autorisation et un audit en temps réel, fondés sur des politiques, pour les accès privilégiés et les agents IA.

Description

• 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

🎯 Exigences

• 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

🏖️ Avantages

• 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

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