Account Executive - SLED

Company: Delinea
Location: Redwood City
Posted on: February 8, 2025

Job Description:

About Delinea:Delinea is a pioneer in securing identities through centralized authorization, making organizations more secure by seamlessly governing their interactions across the modern enterprise. Delinea allows organizations to apply context and intelligence throughout the identity lifecycle across cloud and traditional infrastructure, data, and SaaS applications to eliminate identity-related threats. With intelligent authorization, Delinea provides the only platform that enables you to discover all identities, assign appropriate access levels, detect irregularities, and immediately respond to identity threats in real-time. Delinea accelerates your teams' adoption by deploying in weeks, not months, and makes them more productive by requiring 90% fewer resources to manage than the nearest competitor. With a guaranteed 99.99% uptime, the Delinea Platform is the most reliable identity security solution available. Learn more about Delinea on , , , and .Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you're ready to push boundaries and challenge the status quo in security, we want to hear from you.Apply today to help us achieve our mission.SLED Account Executive Summary:This remote position requires a motivated self-starter who will be responsible for all net new sales in an assigned geographic territory for SLED Accounts, which will consist of both commercial and enterprise accounts. With our strong promote-from-within philosophy, successful performance in this role will provide career advancement opportunities to those seeking to take their sales careers to the next level.What You'll Do:

• Drive 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 SLED customers and non-installed accounts in an assigned geographic region.
• 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.
• 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.
• Create and personalize a territory plan for the assigned territory.
• Prospect to and create contacts within SLED Accounts in a geographic region.
• Proactively pursue existing leads who have expressed interest in our services.
• Collaborate with and engage the right Delinea technical experts to provide an accurate and compelling story on our products' strengths and capabilities to win deals.
• Consistently meet/exceed sales targets.
• Maintain an accurate forecast of sales pipeline.
• Cultivate and manage relationships with Channel partners.
• Never stop learning! Continue to hone your craft and build your expertise in Cybersecurity.
• Research agencies, contracts, systems integrators and resellers and contact who might benefit from our solutions and generate new pipeline through targeted outreach.
• Be able to negotiate through State contracts to finalize a sale.What You'll Bring:
  • 3+ 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 mindset with strength as a high performing individual contributor.
  • Effectiveness 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.
  • Understanding of organization structure and dynamics to support the strategy, culture, and priorities of the company.
  • Exceptional communication and presentation skills.
  • Sales experience selling into State, Local and Education.
  • Experience working with state contracts.Delinea Culture & Benefits:Why work at Delinea?We're passionate problem-solvers doing our part to make the world a safer place. We invest in people who are smart, self-motivated, and collaborative. What we offer in return is meaningful work, a culture of innovation and great career progression!At Delinea, our core values are STRONG-Spirited - Trust - Respect - Ownership - Nimble - Global - and guide our behaviors and success. We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie.We take care of our employees. We offer competitive salaries, a meaningful equity and bonus program, and excellent benefits, including a full suite of medical, dental, and vision insurance, as well as 401(k) matching, ROTH, comprehensive life insurance, short-term and long-term disability insurance, an employee assistance program, generous discretionary time off (DTO), and 12 paid holidays. We support all families with 12 weeks of paid leave for new birth, adoption, surrogacy, or foster-to-adopt primary caregivers. Secondary caregivers are offered 6 weeks of paid leave.Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.Upon conditional offer of employment, candidates are required to complete comprehensive 7-year criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.
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Keywords: Delinea, Redwood City , Account Executive - SLED, Other , Redwood City, California