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.
Regional Sales Director Summary
The Regional Sales Director leads a team of Enterprise Account Managers and supports the delivery of the full sales cycle to organizations with IT security needs. In this role, you’ll work with your team to identify prospects, understand their challenges, and highlight how Delinea solutions will enhance and simplify their IT security efforts. You will work with clients directly and through our channel partners to close deals and get our award-winning solutions into the hands of our customer and prospects.
The ideal candidate will be passionate for success and have proven “player-coach” mindset and experience. Through mentoring and continued enhancement of the Sales team skills, the Regional Sales Director will help Delinea support development of individuals and continue the growth plans of the company. This position requires an exceptional leader and people manager who will be responsible for all net new and cross-sell and upsell sales within the UK&I Enterprise region. The role reports to the VP, Northern Europe (UK&I, BeNeLux, Nordics).
What You'll Do
Consistently meet/exceed objectives and sales targets.
Establish sales objectives and cadences by creating a regional Territory Plan in support of the Northern Europe objectives.
Maintain and expand customer base by coaching Enterprise Account Executives; building and maintaining rapport with key customers; identifying new customer opportunities.
Support/close deals with the Enterprise Account Executives.
Have a strong focus on opportunity creation via partner/end user engagement and deal registration push.
Achieve regional sales operational objectives by contributing regional sales information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing production, productivity, quality, and customer-service standards; resolving problems; identifying trends; determining regional sales system improvements; implementing change.
Never stop learning! Constantly stay current with industry changes and trends and build your expertise in Cybersecurity.
Accomplish regional sales and human resource objectives by recruiting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining employees in assigned districts; communicating job expectations; planning, monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions; enforcing policies and procedures
What You'll Bring
2 or more years Sales Leadership experience, ideally as a player-coach
8-10 years’ experience as an enterprise SaaS sales executive selling to a UK&I corporate IT audience.
Bachelor’s degree or equivalent
Exceptional leadership and people skills with proven success leading a regional team.
Classic training in proven sales methodologies (i.e., Value-Based Selling, Command of the Sales, Strategic Selling), and qualification methodologies: MEDDPIC
Experience working with Channel Partners, Marketing and Sales Development
Ability to conduct executive level presentations.
Experience cultivating and controlling complex sales cycles with audiences of multiple stakeholders in Enterprise organizations.
Track record of success in identifying, cultivating and closing five, six, and seven figure transactions.
Ability to work and sell in a highly collaborative teamed environment.
Detail oriented, relationship-building skills, and a focus on a high level of customer service.
Excellent written and verbal communication skills
Positive attitude and “love of selling”.
Proven ability to handle, adapt, and overcome change.
Focus and time management skills to work remotely.
Bonus If You Are:
Experienced using Clari and Salesforce.
Working in Information Security and especially Identity & Access Management.
Easily Commutable to London
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.
