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.
Apply today to help us achieve our mission.
Position Summary
The Enterprise Account Manager manages the full sales cycle to agencies with IT security needs. Identify prospects and key stakeholders within the agencies, and the federal system integrators (FSI) that support those agencies. In addition, it is instrumental to understand their challenges and highlight how Delinea solutions will enhance and simplify their IT security efforts. Close deals and get our award-winning product suite into the hands of IT Admins across the identified region.
Based in a specific geographic area, the candidate may be required to work from a remote home office and travel approximately 40%-50% throughout the assigned territory.
What You’ll Do:
Prospect to and create contacts within the assigned DoD and Intelligence community
Proactively pursue existing leads who have expressed interest in our services.
Collaborate with and engage the correct 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 that are instrumental to the public sector business
What You’ll Bring:
5 years as an Enterprise software sales executive selling to the DoD and Intelligence Community (IC)
10+ years of enterprise sales and/or program/product management
Bachelor’s degree from an accredited university preferred or equivalent work experience.
Secret clearance/Top Secret clearance (TS) or TS/SCI preferred and deep knowledge of the U.S. DOD/intelligence community, Joint Chiefs, OSD, DTIC and other Defense Agencies and COCOMS.
7+ years of technology-related sales, account management and/or consulting experience
Self-motivated
Strong written and verbal communication skills with strong presentation skills
Enterprise sales experience including business rapport with current decision makers
Superb organizational skills
Prior experience breaking into new accounts
Experience selling to and through Channel partners
Understanding of the Federal channel-centric go-to-market approach
Experience working with large programs and capture efforts to build programmatic business
Familiarity with specific large program capture efforts within the DOD and IC.
Track record of success in identifying, cultivating, and closing six and seven figure+ transactions.
Established book of business in territory, a plus.
Ability to conduct both executive level presentations and high-level technical presentations.
Experience cultivating and controlling complex sales cycles with audiences of multiple stakeholders
Experience selling Cloud solutions
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, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays.
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 criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.
