Strategic Account Manager
New
D
DelineaCybersecurity
Home Office (United Kingdom)Full-TimeSenior
Salary not disclosed
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Job Details
- Experience
- 10+ years of experience
- Required Skills
- CybersecuritySalesforce
Requirements
- 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%
- Experience in cybersecurity industry (Bonus)
- Privileged Access Management or Identity Access Management experience (Bonus)
Responsibilities
- 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
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