Strategic Account Manager

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

📋 Description

• Drive new sales within Delinea's strategic accounts, specifically those with annual revenues of $20 billion and above.

• Manage a designated list of accounts instead of focusing on a geographic territory.

• Utilize business acumen and the Delinea sales methodology during engagements with prospective customers.

• Meet or surpass quota targets while cultivating satisfied and referenceable customers.

• Identify sales opportunities within the assigned territory through proactive prospecting.

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

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

• Understand business challenges and devise effective solutions.

• Oversee the sales pipeline and ensure CRM data accuracy.

• Enhance solution-focused selling skills.

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

• Negotiate contracts and finalize agreements to optimize profits.

• Guarantee the timely and successful delivery of solutions aligned with customer needs and objectives.

• Provide monthly and quarterly updates on initiative progress to both internal and external stakeholders.

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

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

• Work alongside sales teams to uncover and expand opportunities.

• Travel up to 50% for customer visits, field events, and internal meetings.

⛳️ Requirements

• Over 10 years of experience successfully selling ROI-driven, Enterprise-Wide SaaS/Subscription/Cloud Applications to C-level decision-makers in organizations with revenues exceeding $20 billion.

• Proven experience selling Professional Services as part of an outcome-based solution selling approach.

• Capability to demonstrate software offerings in detail.

• Proficiency in creating innovative value propositions to maximize sales revenue.

• Strong ability to negotiate and close deals under time constraints and objective pressures.

• Demonstrated success in collaborating with channel partners and alliance ecosystems.

• Established record as a proactive hunter, adept at closing complex sales cycles consultatively while consistently exceeding quotas.

• Experience in generating and executing strategic plans aimed at acquiring new logos and expanding key accounts.

• Ability to independently sell while effectively communicating the technical and business value of solutions to prospective stakeholders.

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

• Familiarity with MEDDPICC.

• Understanding of organizational structures and dynamics.

• Exceptional communication and presentation skills.

• Willingness to travel up to 50%.

• Experience in the cybersecurity industry is a plus.

• Background in Privileged Access Management or Identity Access Management is an advantage.

🏝️ Benefits

• Meaningful bonus program.

• Healthcare insurance.

• Pension/retirement matching.

• Comprehensive life insurance.

• Employee assistance program.

• Time off plans.

• Paid company holidays.

• Equity.

• Commission.

• Performance-based bonus plans or role-based incentive programs.

• Remote work arrangement.