Enterprise Account Manager

delinea; Australia; Remote; AUD 180,000 - 240,000; Full time

Benefits offered by this job

Competitive compensation

Bonus program

Healthcare

Pension/retirement match

Life insurance

Employee assistance program

Time off & holidays

Job summary

Delinea, a global cybersecurity company, seeks an experienced Enterprise Account Manager in Australia to drive net-new sales in Enterprise Accounts. You will partner with product and technical teams to craft compelling security value propositions and close six-figure opportunities.

Travel up to 50% across the ANZ region, visit customers, and participate in sales reviews. The role emphasizes quota attainment, channel partnerships, and a track record of complex deal closures.

Qualifications

• 10+ years enterprise software sales experience; client facing.
• Minimum 5 years with an Identity vendor and 10 years as an Enterprise Account Manager.
• Track record of meeting/exceeding quota, preferably in cybersecurity.
• Bachelor’s degree or equivalent work experience.

Responsibilities

• Create territory and account plans; develop contacts and opportunities within Enterprise Accounts.
• Collaborate with Delinea technical experts to articulate product strengths and win deals.
• Consistently meet/exceed sales targets and maintain accurate forecast and pipeline.
• Develop relationships with Channel partners and leverage executive networks.

Skills

Enterprise software sales

Account management

Quota attainment

Executive presentations

Sales cycle management

Channel partners

Territory planning

Negotiation skills

Relationship building

Communication skills

Cybersecurity domain knowledge

Travel readiness

Education

Bachelor's degree preferred

Tools

Salesforce

Clari

MEDDPICC

Value-based selling

Job description

About Delinea: Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real-time. With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on Delinea.com, LinkedIn, X, and YouTube.

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.

Enterprise Account Manager Summary

This remote position requires a motivated self-starter who will be responsible for net new sales into Enterprise Accounts. The candidate may be required to travel up to 50% throughout the assigned territory to visit customers, attend trade shows or field events, and for internal meetings such as sales kick-offs or quarterly business reviews. 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:

• Create and a territory sales plan and account plans as needed.
• Prospect to create contacts and opportunities within Enterprise Accounts in a geographic region.
• Proactively pursue existing leads who have expressed interest in our services.
• Collaborate with and engage the 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. Build and manage sales pipeline.
• Cultivate and manage relationships with Channel partners.
• Leverage Delinea’s executives, and their networks, to gain access to prospective clients.
• Never stop learning! Continue to hone your craft and build your expertise in Cybersecurity.

What You’ll Bring:

• 10+ years experience as an Enterprise software sales executive selling to companies with revenues greater than $500M – client facing.
• Must have at least 5 years of experience with an Identity vendor & 10 years as an Enterprise Account Manager.
• Track record of proven success meeting/exceeding quota – ideally with a Cybersecurity company.
• Bachelor’s degree from an accredited University preferred or equivalent work experience.
• Must have a high level of experience using and following processes and tools: Sales Force, Clari, MEDDPICC, Value Business selling (or equivalent)
• Ability to articulate a value proposition.
• Proficient with Salesforce and Clari.
• Proven ability to develop and manage territory sales plans and account plans.
• Experience cultivating and controlling complex sales cycles with audiences of multiple stakeholders in Enterprise organizations.
• Experience collaborating and working with strategic partners
• Must be channel driven (working with partners and Distributors)
• Relationships with business and technical decision makers.
• Track record of success in identifying, cultivating and closing six figure+ opportunities.
• Ability to conduct both executive level presentations and high-level technical presentations.
• Experience managing client quarterly business reviews.
• Excellent written and oral presentation skills. Examples may be requested.
• Competitive mindset and ability to collaborate across Delinea.

Why work at Delinea?

• We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities.
• 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 and guide our behaviors and success:

• Spirited - We bring energy and passion to everything we do
• Trust - We act with integrity and deliver on our commitments
• Respect - We listen, value different perspectives, and work as one team
• Ownership - We take initiative and follow through
• Nimble - We adapt quickly in a fast-changing environment
• Global - We embrace diverse people and ideas to drive better outcomes

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 bonus program
• excellent benefits
• healthcare insurance
• pension/retirement matching
• comprehensive life insurance
• employee assistance program
• time off plans
• paid company holidays

Delinea is an Equal Opportunity and Aff

Upon conditional offer of employment, candidates are required to complete comprehensive criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.