Enterprise Account Manager

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Climb Channel Solutions NA

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 1982

💼 Consulting

📦 Logistics

📣 Marketing

Consulting • Logistics • Marketing

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.

📋 Description

• Create 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 Delinea's services • Collaborate with Delinea technical experts to present compelling product strengths and capabilities and win deals • Consistently meet or exceed sales targets • Maintain an accurate forecast and build/manage the sales pipeline • Cultivate and manage relationships with channel partners • Leverage Delinea executives and their networks to access prospective clients • Continue developing cybersecurity expertise • Travel up to 50% throughout the assigned territory for customer visits, trade shows, field events, sales kick-offs, quarterly business reviews, and other internal meetings

🎯 Requirements

• 10+ years of experience as a client-facing Enterprise software sales executive selling to companies with revenues greater than $500M • At least 5 years of experience with an Identity vendor • 10 years as an Enterprise Account Manager • Proven success meeting or exceeding quota, ideally with a cybersecurity company • Bachelor's degree from an accredited university preferred, or equivalent work experience • High-level experience using and following Salesforce, Clari, MEDDPICC, and Value Business Selling (or equivalent) processes and tools • Ability to articulate a value proposition • Proficiency with Salesforce and Clari • Proven ability to develop and manage territory sales plans and account plans • Experience managing complex sales cycles involving multiple stakeholders in enterprise organizations • Experience collaborating and working with strategic partners • Channel-driven experience working with partners and distributors • Relationships with business and technical decision-makers • Track record identifying, cultivating, and closing six-figure-plus opportunities • Ability to conduct executive-level 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 • Candidates must complete a comprehensive criminal background check, education verification, and employment verification upon conditional offer

🏖️ Benefits

• Meaningful work • Culture of innovation • Great career progression • Competitive salaries • Meaningful bonus program • Healthcare insurance • Pension/retirement matching • Comprehensive life insurance • Employee assistance program • Time off plans • Paid company holidays • Promote-from-within career advancement opportunities