Vice President, Field Sales

About the role

The Delinea Vice President of Strategic Account Sales leads a team of Strategic Account Executives and supports the delivery of the full sales cycle to organizations with annual revenues over $10B. This role involves identifying prospects, understanding their challenges, and highlighting how Delinea solutions will enhance and simplify their IT security efforts. The ideal candidate will be passionate about achieving sales objectives and expanding the capabilities of their team.

Responsibilities

• Meet/exceed team pipeline and sales targets.
• Achieve regional sales and human resource objectives by recruiting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining team members; communicating job expectations; planning, monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions; enforcing policies and procedures.
• Maintain and expand customer base by coaching Regional Directors and Account Executives; building and maintaining rapport with key customers; identifying new customer opportunities.
• Recommend product enhancements/development by identifying new product opportunities and service changes; surveying consumer needs and trends; tracking competitors.
• Define go-to market strategy for commercial market and establish and develop regional teams.

Requirements

• Experience as a software sales executive selling to a corporate IT audience.
• Bachelor's degree or equivalent.
• Exceptional leadership and people skills with proven success leading a national team.
• Classical training in a proven sales methodology (e.g., Miller Heiman Strategic Selling, MEDDIC or similar).
• Experience working with Channel Partners.
• 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 Commercial organizations.
• Track record of success in coaching Account Executives in how to identify, cultivate and close five to six figure+ transactions.
• Working knowledge of Information Security and/or Network Architecture desired.
• Detail oriented, relationship-building skills, and a focus on a high level of customer service.
• Excellent written and verbal communication skills, positive attitude, and both experience and a passion for developing junior account execs.
• Proven ability to handle, adapt, and overcome change.
• Focus and time management skills to work remotely.
• Experience using Salesforce and related productivity tools.
• Knowledge/familiarity with modern prospecting and customer analytics applications.

Qualifications

• Experience in cybersecurity and network architecture is a plus.
• Strong understanding of sales methodologies and techniques.
• Ability to work independently and as part of a team.
• Excellent interpersonal and communication skills.
• Ability to manage multiple projects and priorities simultaneously.

Skills

• Strategic thinking and problem-solving skills.
• Ability to build and maintain strong relationships with clients and partners.
• Effective communication and presentation skills.
• Strong organizational and time management skills.

Benefits

• Competitive salaries.
• Meaningful bonus program.
• Comprehensive benefits package including healthcare insurance, retirement matching, life insurance, employee assistance program, and paid time off.

Pay

• Salary range: $150,000 - $200,000 annually.

Schedule

• Work from home with limited travel (average 25%).