Strategic Account Manager

📋 Description

• Accountable for generating all new sales within Strategic Accounts, FTSE 100, and global enterprise accounts.

• Utilize strong business insight and Delinea's sales methodology in every engagement with prospective customers.

• Meet or surpass quota objectives while nurturing satisfied and referenceable clients.

• Effectively prospect to identify sales opportunities within the assigned territory.

• Lead intricate sales cycles and adeptly present the value of our applications to C-level executives.

• Establish and sustain relationships with key influencers and decision-makers.

• Rapidly grasp business challenges and devise effective solutions.

• Oversee the sales pipeline and ensure accuracy within the CRM system.

• Understand how our solutions align with client needs and refine solution-focused selling skills.

• Collaborate with marketing and sales teams to formulate targeted strategies.

• Negotiate contracts and finalize agreements to optimize profits.

• Ensure the timely and successful implementation of our solutions in accordance with customer requirements and objectives.

• Clearly articulate the progress of monthly and quarterly initiatives to both internal and external stakeholders.

• Generate new business with current clients and/or identify areas for improvement to achieve sales targets.

• Predict and monitor key account metrics, including quarterly sales results and annual forecasts.

• Partner with sales teams to identify and expand opportunities within the territory.

⛳️ Requirements

• Over 10 years of experience successfully selling ROI-driven, Enterprise-Wide SaaS/Subscription/Cloud Applications to C-level decision-makers.

• Experience in selling Professional Services as part of outcome-based solution selling.

• Capability to demonstrate software offerings in detail, develop innovative value propositions to enhance sales revenue, and negotiate and close deals under pressure.

• Proven success in collaborating with the channel partner and alliance ecosystem.

• A strong track record as a proactive hunter, with experience in closing complex sales cycles consultatively and consistently exceeding quotas.

• Enthusiasm for creating and executing strategic plans for acquiring new logos and expanding key accounts.

• Flexibility and the ability to excel in individual sales while effectively communicating the technical and business value of Delinea solutions to all stakeholders in the prospect base.

• Proficient in sales automation applications and technologies, especially SFDC forecasting and reporting.

• Familiarity with sales process frameworks, particularly MEDDPICC.

• Ability to understand and leverage organizational structure and dynamics to align with company strategy, culture, and priorities.

• Excellent communication and presentation skills.

• Willingness to travel up to 50%.

🏝️ Benefits

• Healthcare insurance.

• Pension/retirement matching.

• Comprehensive life insurance.

• Employee assistance program.

• Time off plans.

• Paid company holidays.