Enterprise Account Manager

About Delinea

Delinea leads in securing both human and machine identities through a centralized, AI-enhanced authorization platform. This cloud-native Identity Security Platform secures interactions across enterprise environments, including cloud, traditional infrastructure, SaaS, and AI systems. It uniquely discovers and manages all identity types—workforce, IT admins, developers, and machines—granting proper access levels, detecting anomalies, and enabling real-time threat response. Deployable within weeks, it requires 90% fewer resources than competitors and boasts 99.995% uptime.

Join Delinea’s global and diverse team to help make the digital world safer through innovative security solutions, backed by expert leadership and strategic investors.

Role Summary

This position, based remotely, is suited for a self-driven professional responsible for new business sales within Enterprise Accounts. It involves up to 50% travel to meet clients, attend industry events, and company meetings. The role offers advancement opportunities aligned with a promote-from-within culture, ideal for those aiming to elevate their sales careers.

Key Responsibilities

• Develop comprehensive territory and account sales strategies.
• Engage in prospecting to generate contacts and identify opportunities in assigned Enterprise Accounts within the region.
• Actively follow up with prospective clients who have shown interest in Delinea’s offerings.
• Collaborate with product and technical teams to convincingly present the strengths and capabilities of Delinea’s products and secure deals.
• Consistently achieve or surpass established sales goals.
• Maintain accurate sales forecasts and effectively manage the sales pipeline.
• Build and nurture relationships with channel partners to bolster sales.
• Leverage networks of Delinea executives to access potential clients.
• Continuously enhance cybersecurity knowledge and sales techniques.

Candidate Profile & Requirements

• Over 10 years of Enterprise software sales experience targeting companies with revenues exceeding $500 million.
• Minimum 5 years’ experience working with an Identity vendor combined within the 10+ years Enterprise Account Manager experience.
• Consistent track record of meeting or exceeding sales quotas, preferably within cybersecurity sectors.
• Bachelor’s degree preferred; equivalent professional experience acceptable.
• Experienced using and adhering to sales methodologies and tools such as Salesforce, Clari, MEDDPICC, and Value Business Selling or equivalents.
• Strong capability to articulate compelling value propositions.
• Proficient in Salesforce and Clari software platforms.
• Adept at creating and implementing territory and account-specific sales plans.
• Experienced in managing complex sales cycles involving multiple stakeholders in large enterprises.
• History of working collaboratively with strategic partners and channel-driven sales models including distributors.
• Relationships with key business and technical decision makers.
• Proven success closing high-value (six figure+) deals.
• Skilled in delivering both executive-level and technical presentations.
• Experienced in conducting client quarterly business reviews.
• Excellent communication skills, both written and verbal; submission of examples may be requested.
• A competitive and collaborative mindset aligned with Delinea’s cultural values.

Work Environment & Culture

• Strong emphasis on passionate problem-solving and securing critical identity elements for top global organizations.
• Commitment to investing in intelligent, motivated, and team-oriented individuals.
• An innovative workplace offering meaningful work, growth, and career development opportunities.

Core Values

• Spirited: energize and bring passion to daily efforts.
• Trust: demonstrate integrity and accountability.
• Respect: value diversity and teamwork.
• Ownership: initiate and execute responsibly.
• Nimble: adapt swiftly to a dynamic environment.
• Global: embrace inclusivity to enhance outcomes.

Employee Benefits

• Competitive salary and rewarding bonus schemes.
• Comprehensive health insurance coverage.
• Retirement plans with company matching.
• Robust life insurance policies.
• Employee support programs and generous paid time off including holidays.

Equal Opportunity & Compliance

Delinea is committed to equal opportunity employment with zero tolerance for discrimination or harassment regardless of race, color, religion, sex, age, disability, veteran status, sexual orientation, gender identity, or other protected characteristics under law.

Employment is contingent on successful background checks, education, and work history verification. Publicly available social media profiles may be reviewed as part of the hiring process.