[Hiring] Strategic Account Manager @Delinea

Role Description

This remote position requires a motivated self-starter who will be responsible for all net new sales into Strategic Accounts, FTSE 100 and global enterprise accounts. This is a senior individual contributor role for an elite enterprise hunter — someone who thrives at board level, navigates complex multi-stakeholder cycles, and isn’t satisfied closing anything less than transformational deals. You’ll own some of Delinea’s most strategically significant new logo opportunities, engaging CISOs and C-suite executives at the UK’s largest organisations.

What You'll Do:

• You won’t be working in isolation. This role is supported by a dedicated senior SDR, a mature and active channel organisation, and a sophisticated marketing function — so you can focus your energy where it matters most: winning.
• 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.

Qualifications

• 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%.

Bonus if You 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.