Strategic Account Manager
Job description
A senior individual contributor enterprise sales role focused on net new business in Strategic Accounts, FTSE 100 and global enterprise accounts. The Account Manager owns new logo opportunities and engages CISOs and C-suite executives at large UK organisations.
At a glance
- Employment
- Full-time · Employee (employment agreement)
- Work mode
- Remote · United Kingdom
What you'll do
- Apply strong business acumen and Delinea sales methodology to every prospective customer engagement
- Achieve/exceed quota targets, while developing satisfied and referenceable customers
- Effectively prospect to uncover sales opportunities within assigned territory
- Lead complex sales-cycles and effectively present the value of our applications to C-level executives of organizations
- Build and maintain relationships with influencers and decision-makers
- Quickly understand business challenges and create solutions
- Manage sales pipeline and ensure CRM accuracy
- Learn how solutions meet needs of clients and develop skill solution focused selling
- Work with marketing and sales teams to develop target strategies
- Negotiate contracts and close agreements to maximize profits
- Ensure the timely and successful delivery of our solutions according to customer needs and objectives
- Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders
- Develop new business with existing clients and/or identify areas of improvement to meet sales quotas
- Forecast and track key account metrics (e.g. quarterly sales results and annual forecasts)
- Collaborate with sales teams to identify and grow opportunities within territory
What we're looking for
- 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, develop innovative value propositions to maximize sales revenue, and negotiate and close under time and objective pressure
- Demonstrated success in working with the channel partner and alliance ecosystem
- Proven track record as an avid hunter, with experience closing complex sales cycles in a consultative manner, who consistently exceeds quota
- Thrill of generating and executing strategic plans for closing new logos and growing key accounts
- Flexibility and ability to thrive selling as an individual, while effectively communicating the technical and business value of Delinea solutions to all prospect stakeholders in prospect base
- Proficiency with sales automation applications and technologies, particularly SFDC forecasting and reporting
- Familiarity with sales process frameworks, specifically MEDDPICC
- Understand and leverage organization structure and dynamics to support the strategy, culture, and priorities of the company
- Exceptional communication and presentation skills
- Ability to travel up to 50%
Nice to have
- Experience in cybersecurity industry
- Privileged Access Management or Identity Access Management experience
Benefits
- Competitive salaries
- Meaningful bonus program
- Excellent benefits, including healthcare insurance
- Pension/retirement matching
- Comprehensive life insurance
- Employee assistance program
- Time off plans
- Paid company holidays
How to get hired
- 1Conditional offer of employment requires comprehensive criminal background check, verification of education, and verification of employment
- 2Publicly posted social media sites may be reviewed
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About Delinea
The identity security platform that continuously controls what AI agents, humans and machines can do and for how long
Delinea is the identity security platform that continuously controls what AI agents, humans and machines can do and for how long. It extends privileged access management from the point of access to the moment of action, using just-in-time authorization to reduce standing privilege across on-premises, multi-cloud and short-lived infrastructure, without adding friction for legitimate users. Delinea provides visibility across every identity type, scores the risk each one carries, and preserves the context behind access decisions, making them auditable and defensible. It supports both static and ephemeral access, letting teams apply Zero Standing Privilege where risk demands it without replacing
Key facts
- Identity security
- Extends privileged access management from the point of access to the moment of action
- Uses just-in-time authorization to reduce standing privilege across on-premises, multi-cloud and short-lived infrastructure
- Provides visibility across every identity type and scores the risk each one carries
- Supports both static and ephemeral access, letting teams apply Zero Standing Privilege where risk demands it without replacing existing infrastructure
What they value
- Spirited - We bring energy and passion to everything we do
- Trust - We act with integrity and deliver on our commitments
- Respect - We listen, value different perspectives, and work as one team
- Ownership - We take initiative and follow through
- Nimble - We adapt quickly in a fast-changing environment
- Global - We embrace diverse people and ideas to drive better outcomes