Commercial Account Executive

Summary

Delinea is a cybersecurity company that provides an identity security platform for protecting human and machine identities. The Commercial Account Executive will drive net-new sales in a geographic territory for commercial accounts, managing the full sales cycle, developing customer relationships, and achieving revenue targets through the sale of Delinea’s solutions.

Responsibilities

• Drives growth of Delinea’s Market share and sales revenue through successful sales by identifying, developing, and closing new logo acquisition opportunities
• Achieve assigned revenue target by selling Delinea’s line of solutions to Mid-Market customers and non-installed accounts with revenues less than one billion
• Provide leadership to a cross-functional account team (sales, presales specialists, professional services, customer success)
• Significantly extend the existing strategic relationship with customers/prospects to expand business opportunities for Delinea
• Drive and manage the entire sales cycle – from identifying the right business initiatives and building a competitive value proposition to negotiating through close
• Competent in the ability to forecast and assess revenue opportunities
• Investigate, understand, and work passionately to solve the internal business challenges of potential clients
• Build high level executive/SVP relationship sales to support long term partnership with customers
• Tailor the Delinea value proposition to prospects based on in-depth research of specific business conditions, drivers and specific knowledge of the territory and customers
• Deliver clear messaging, presentation and communicate product uniqueness and solutions to prospects

Skills

• 2+ years of experience and accomplishment in selling business to business SaaS software
• Experience working with the channel partner and alliance ecosystem
• Proven track record as an avid hunter who consistently exceeds quota
• Passion to learn and work hard to overachieve and earn a strong income based on accomplishing goals
• Self-starter with strength as a high performing individual contributor
• Works effectively as a key part of the team in a goal driven environment
• 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
• Experience in cybersecurity industry preferred; Privileged Access Management or Identity Access Management experience a plus
• Bachelor's Degree preferred

Qualifications

Must Haves

• 2+ years of experience and accomplishment in selling business to business SaaS software
• Experience working with the channel partner and alliance ecosystem
• Proven track record as an avid hunter who consistently exceeds quota
• Passion to learn and work hard to overachieve and earn a strong income based on accomplishing goals
• Self-starter with strength as a high performing individual contributor
• Works effectively as a key part of the team in a goal driven environment
• 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

Nice to Haves

• Experience in cybersecurity industry preferred; Privileged Access Management or Identity Access Management experience a plus
• Bachelor's Degree preferred

Benefits

• Offers Commission
• Meaningful bonus program
• Healthcare insurance
• Pension/retirement matching
• Comprehensive life insurance
• Employee assistance program
• Time off plans
• Paid company holidays
• Remote work arrangement
• Career progression opportunities