Strategic Account Manager - Southeast

About Delinea

Delinea is the identity security platform that continuously controls what AI agents, humans and machines can do and for how long. It extends privileged access management from the point of access to the moment of action, using just-in-time authorization to reduce standing privilege across on-premises, multi-cloud and short-lived infrastructure, without adding friction for legitimate users. Delinea provides visibility across every identity type, scores the risk each one carries, and preserves the context behind access decisions, making them auditable and defensible. It supports both static and ephemeral access, letting teams apply Zero Standing Privilege where risk demands it without replacing existing infrastructure.

Strategic Account Manager Summary

This remote position requires a motivated self-starter who will be responsible for all net new sales into Strategic Accounts, $20 Billion and above as defined by Delinea based on annual revenue. These represent Delinea’s most strategic and sophisticated client relationships.

Covering a specific accounts list rather than a geographic region, the candidate may be required to travel up to 50% to visit customers, attend field events, and for internal meetings such as sales kick-offs or quarterly business reviews.

What You'll Do

Apply strong business acumen and Delinea sales methodology to every prospective customer engagement

Achieve/exceed quota targets, while developing satisfied and referenceable customers

Effectively prospect to uncover sales opportunities within assigned territory

Lead complex sales-cycles and effectively present the value of our applications to C-level executives of organizations

Build and maintain relationships with influencers and decision-makers

Quickly understand business challenges and create solutions.

Manage sales pipeline and ensure CRM accuracy

Learn how solutions meet needs of clients and develop skill solution focused selling

Work with marketing and sales teams to develop target strategies

Negotiate contracts and close agreements to maximize profits

Ensure the timely and successful delivery of our solutions according to customer needs and objectives

Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders

Develop new business with existing clients and/or identify areas of improvement to meet sales quotas

Forecast and track key account metrics (e.g. quarterly sales results and annual forecasts)

Collaborate with sales teams to identify and grow opportunities within territory

What You'll Bring

10+ years of experience successfully selling ROI-driven, Enterprise-Wide SaaS/Subscription/Cloud Applications to C-level decision makers within $20bn+ organizations.

Experience selling Professional Services as part of outcome-based solution selling

Ability to demonstrate software offerings at a detailed level, develop innovative value propositions to maximize sales revenue, and negotiate and close under time and objective pressure

Demonstrated success in working with the channel partner and alliance ecosystem

Proven track record as an avid hunter, with experience closing complex sales cycles in a consultative manner, who consistently exceeds quota

Thrill of generating and executing strategic plans for closing new logos and growing key accounts

Flexibility and ability to thrive selling as an individual, while effectively communicating the technical and business value of Delinea solutions to all prospect stakeholders in prospect base

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

Ability to travel up to 50%

Bonus if You Have

Experience in cybersecurity industry

Privileged Access Management or Identity Access Management experience

Bachelor's Degree

Why work at Delinea?