Strategic Account Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Accountable for generating all net new sales within Strategic Accounts valued at $20 billion and above.

• Focus on a designated account list instead of a geographic territory.

• Travel up to 50% for customer visits, participation in field events, and attendance at internal meetings such as sales kick-offs or quarterly business reviews.

• Implement strong business acumen and Delinea sales methodologies during every engagement with prospective customers.

• Meet or surpass quota targets while cultivating satisfied and referable clients.

• Identify and pursue sales opportunities within the assigned territory.

• Lead intricate sales cycles and convey application value to C-level executives.

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

• Comprehend business challenges and devise effective solutions.

• Oversee the sales pipeline and maintain CRM accuracy.

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

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

• Negotiate contracts and finalize agreements to optimize profits.

• Ensure timely and successful solution delivery in accordance with customer requirements and objectives.

• Report on the progress of monthly and quarterly initiatives to both internal and external stakeholders.

• Develop new business opportunities with current clients and pinpoint areas for improvement to achieve sales quotas.

• Forecast and monitor key account metrics, including quarterly sales performance and annual forecasts.

• Work alongside sales teams to identify and expand opportunities within the territory.

⛳️ Requirements

• Over 10 years of proven experience in selling ROI-driven, Enterprise-Wide SaaS/Subscription/Cloud Applications to C-level decision-makers within organizations generating $20 billion or more.

• Experience in selling Professional Services as part of a solution-focused sales approach.

• Capability to demonstrate software offerings at a detailed level.

• Skill in developing innovative value propositions to maximize sales revenue.

• Proficiency in negotiating and closing deals under time constraints and specific objectives.

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

• Demonstrated history of being a proactive hunter, with experience in closing complex sales cycles consultatively.

• Consistently surpasses quota targets.

• Experience in creating and implementing strategic plans for acquiring new clients and expanding key accounts.

• Flexibility and the ability to excel in individual selling roles.

• Capacity to articulate the technical and business value of Delinea solutions to all stakeholders involved with prospects.

• Familiarity with sales automation tools and technologies, especially SFDC for forecasting and reporting.

• Knowledge of sales process frameworks, notably MEDDPICC.

• Understanding of organizational structures and dynamics.

• Exceptional communication and presentation abilities.

• Willingness to travel up to 50% of the time.

• A Bachelor's Degree is advantageous if obtained.

• Completion of a comprehensive criminal background check, verification of education, and employment verification is required upon a conditional offer.

🏝️ Benefits

• Equity opportunities available.

• Commission structure offered.

• Meaningful bonus program in place.

• Healthcare insurance coverage.

• Pension/retirement matching benefits.

• Comprehensive life insurance provision.

• Employee assistance program available.

• Various time-off plans provided.

• Paid company holidays.

• Engaging and meaningful work.

• Culture of innovation fostered.

• Potential for significant career progression.