Senior Director, Field Sales - SLED

Delinea · United States · 3 wk ago

RemoteRemoteBusiness DevelopmentFull-time

About the role

The Senior Director, Field Sales - SLED leads a team of SLED Sellers 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 product suite into the hands of IT Admins across the identified region!

The ideal candidate will be passionate for success and have a “player-coach” mentality. Through mentoring and continued enhancement of the Sales team skills, the Senior Director, Field Sales - SLED will help Delinea support development of individuals and continue the growth plans of the company.

Responsibilities

Achieve 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
Meet regional sales financial objectives by forecasting requirements; preparing an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions
Establish sales objectives by creating a sales plan in support of national objectives
Maintain and expand customer base by counseling Enterprise Account Executives; building and maintaining rapport with key customers; identifying new customer opportunities
Recommend product lines by identifying new product opportunities, and service changes; surveying consumer needs and trends; tracking competitors
Update job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks
Define go-to market strategy and establish and develop regional team
Support/close deals with the Enterprise Account Executives and Account Executives
Consistently meet/exceed objectives and sales targets
Have a strong focus on op creation via partner/end user engagement and deal registration push
Never stop learning! Constantly stay current with industry changes and trends and build your expertise in Cybersecurity

Requirements

Experience as an enterprise software sales executive selling to a corporate IT audience.

Bachelor's degree or equivalent

Exceptional leadership and people skills with proven success leading a regional team.

Classic training in a proven sales methodology (i.e., Miller Heiman Strategic Selling, MEDDIC or similar).

Experience working with Channel Partners

Experience selling into the SLED Market

Ability to conduct both executive level presentations and high-level technical 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 to six 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: Experience using Salesforce

Working knowledge of Information Security and/or Network Architecture

Qualifications