About Us:
Delinea is a leading provider of privileged access management (PAM) solutions for the modern, hybrid enterprise. We make privileged access more accessible by eliminating complexity and defining the boundaries of access to reduce risk, ensure compliance, and simplify security. Delinea empowers thousands of customers worldwide, including over half the Fortune 100. Our customers include the world’s largest financial institutions, intelligence agencies, and critical infrastructure companies.
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.
Inside Sales Executive Summary:
This position will be based in Boston, MA and requires a motivated self-starter who will be responsible for all net new sales into a geographic territory for SMB Accounts, as defined by Delinea based on annual revenue of $50M or less. With our strong promote-from-within philosophy, successful performance in this role will provide career advancement opportunities to those seeking to take their sales careers to the next level.
What You’ll Do:
- Drive growth of Delinea’s market share and sales revenue through successful sales by identifying, developing, and closing new logo acquisition opportunities.
- Achieve assigned revenue target by selling Delinea’s line of solutions to SMB customers and non-installed accounts with revenues less than $50M.
- Provide leadership to a cross-functional account team (sales, marketing, presales specialists, professional services, customer success, and channels).
- Significantly extend the existing strategic relationship with customers/prospects to expand business opportunities for Delinea.
- Drive and manage the entire sales cycle – from identifying the right business initiatives and building a competitive value proposition to negotiating through close.
- Competently forecast and assess revenue opportunities.
- Investigate, understand, and work passionately to solve the internal business challenges of potential clients.
- Build high-level executive/SVP relationship sales to support long-term partnership with customers.
- Tailor the Delinea value proposition to prospects based on in-depth research of specific business conditions, drivers, and specific knowledge of the territory and customers.
- Deliver clear messaging, presentation, and communicate product uniqueness and solutions to prospects.
What You’ll Bring:
- 1+ years of experience and accomplishment in selling business-to-business SaaS software or 2+ years of experience as an Enterprise SDR.
- Experience working with the channel partner and alliance ecosystem.
- Proven track record as an avid hunter who consistently exceeds quota.
- Passion to learn and work hard to overachieve and earn a strong income based on accomplishing goals.
- Self-starter with strength as a high-performing individual contributor.
- Works effectively as a key part of the team in a goal-driven environment.
- 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.
Bonus if you Have:
- Experience in cybersecurity industry or Privileged Access Management or Identity Access Management.
- Bachelor's Degree.
Delinea Culture & Benefits:
Why work at Delinea?
- We’re passionate problem-solvers doing our part to make the world a safer place.
- 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—Spirited – Trust – Respect – Ownership – Nimble – Global – and guide our behaviors and success. We believe weaving these core values into our day-to-day actions helps us cultivate a work environment that embraces collaboration and camaraderie.
We take care of our employees. We offer competitive salaries, a meaningful equity and bonus program, and excellent benefits, including a full suite of medical, dental, and vision insurance, as well as 401(k) matching, ROTH, comprehensive life insurance, short-term and long-term disability insurance, an employee assistance program, generous discretionary time off (DTO), and 12 paid holidays. We support all families with 12 weeks of paid leave for new birth, adoption, surrogacy, or foster-to-adopt primary caregivers. Secondary caregivers are offered 6 weeks of paid leave.
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 a comprehensive 7-year criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.
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