Vice President, Field Sales - Commercial

About the role

The Vice President of Commercial Sales at Delinea leads a team of Regional Sales Directors and supports the delivery of the full sales cycle to organizations with annual revenues up to $1B. The role involves identifying prospects, understanding their challenges, and highlighting how Delinea solutions can enhance and simplify their IT security efforts. The ideal candidate will lead a national team, coach account executives, and build and maintain relationships with key customers.

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
• Communicate job expectations; plan, monitor, appraise, and review job contributions; plan and review compensation actions; enforce policies and procedures
• Schedule expenditures; analyze variances; initiate corrective actions
• Create a sales plan in support of national objectives
• 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 Commercial 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
• Classic 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 as a Commercial 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
• Classic 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

Skills

• Experience as a Commercial 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
• Classic 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

Benefits

Delinea offers 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.

Pay

Compensation details are confidential and determined based on experience and qualifications.

Schedule

The role allows for remote work with limited travel (average 25%).

Company Culture

We are a 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. We believe weaving our 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 with 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.