Remote Enterprise Identity Security Account Executive

Delinea; City of Melbourne; Remote; AUD 120,000 - 180,000; Full time

Benefits offered by this job

Healthcare

Pension/retirement matching

Life insurance

Employee assistance program

Time off plans

Paid company holidays

Job summary

Delinea is seeking an Enterprise Account Manager to drive net-new enterprise software sales across key accounts. This remote role requires a self-starter who can develop territory and account plans, engage with executive buyers, and collaborate with Delinea's technical experts to tell a compelling cybersecurity story.

Travel up to 50% in the assigned territory; strong track record of quota attainment in cybersecurity preferred; Bachelor’s degree or equivalent; proficiency with Salesforce and

Qualifications

• 10+ years experience as an Enterprise software sales executive.
• 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: Salesforce, 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.

Responsibilities

• 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.

Skills

Enterprise software sales

Identity vendor experience

Quota attainment

Executive presentations

Channel partners management

CRM proficiency

Education

Bachelor’s degree or equivalent

Tools

Salesforce

Clari

MEDDPICC

Value-based selling

Job description

Delinea is seeking an Enterprise Account Manager to drive net-new enterprise software sales across key accounts. This remote role requires a self-starter who can develop territory and account plans, engage with executive buyers, and collaborate with Delinea's technical experts to tell a compelling cybersecurity story.

Travel up to 50% in the assigned territory; strong track record of quota attainment in cybersecurity preferred; Bachelor’s degree or equivalent; proficiency with Salesforce and