Enterprise Account Manager, Delinea
+ Equity
Privileged access management (PAM) solutions
Job no longer available
Privileged access management (PAM) solutions
1001+ employees
Job no longer available
+ Equity
1001+ employees
Company mission
To empower cybersecurity for the modern, hybrid enterprise.
Role
Who you are
- 5-7 years as an Enterprise software sales executive selling to companies with revenues greater than $500M
- Mastery of MEDDPICC (or equivalent opportunity management methodology)
- Bachelor’s degree preferred or equivalent work experience
- Experience cultivating and controlling complex sales cycles with audiences of multiple stakeholders in Enterprise organizations
- Track record of success in identifying, cultivating and closing six figure+ transactions
- Have established a “book of business” in territory (meaning you know how to categorise and prioritise accounts based on type, relationship and potential)
- Ability to conduct both executive level presentations and high-level technical presentations
- Experience selling cybersecurity solutions preferred
- Excellent written and oral presentation skills. Examples may be requested
- Examples of value proposition creation required
What the job involves
- Create and personalize a territory plan for the assigned territory
- Prospect to and create contacts within Enterprise 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 and associated activities
- Maintain an accurate monthly forecast and out-quarter pipeline reviews
- 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
Otta's take
Sam Franklin
CEO of Otta
In a world of increasingly muscular cyber threats, Delinea is providing Privileged Access Management (PAM) tools for companies in the medical, construction, manufacturing, and government industries. With the constant evolution of threats, these and many more industries require sturdy support from companies, leading to PAM solutions being valued at $18.32 billion in 2019.
Delinea has enjoyed funding from Thomas Bravo and Insight Partners in the past, but is one of many similar companies in the industry. However, under its previous moniker of Centrify, dating back to Delinea’s merger with Thycotic Software, the company has been a major player in PAM since 2004. With a buyout in 2021 by TPG Capital, Delinea is clearly taking steps to keep up with modern threats.
Insights
Company
Company benefits
- Full suite of medical, dental, and vision insurance
- 401(k)
- ROTH, comprehensive life insurance, short-term and long-term disability insurance, an employee assistance program
- Generous discretionary time off
- 10 or more paid holidays
Company values
- Spirited - What Delinea does is serious work, but it has a great time doing it. It's passionate about responding to its customers and making an impact. Delinea strives to bring out the best in each other
- Trust - Delinea's customers trust it to protect its most critical resources and take that responsibility seriously. It does the things it says it's going to, and it doesn’t promise what it can’t deliver. Delinea counts on each other, and it has each other’s backs
- Respect - Delinea treats everyone with dignity, respect and professionalism. It values diverse viewpoints and backgrounds as the foundation for collaboration and innovation
- Ownership - Delinea is driven to solve problems and it's accountable for delivering results with the highest level of integrity. Delinea shares all responsibility for the success of the company and its customers
- Nimble - Delinea challenges the status quo, and it innovates fast to stay ahead of cyberthreats, setting the pace for a fast-moving industry. It makes decisions with the best information available and learns from its actions
- Global - Employees across almost 40 countries and customers all over the world bring a global perspective to Delinea's business. It doesn’t base decisions on the assumptions of a single country or culture
Company HQ
Financial District, San Francisco, CA
Founders
Art Gilliland
(CEO)Previously Advisor at TPG CAPITAL MANAGEMENT, L.P, Senior Vice President and GM, Symantec Enterprise Division Broadcom Inc, EVP and GM Enterprise Business Unit at Symantec, Member Board Of Directors at Gigamon.
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