Jobs in Warwick, United States

Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to govern their interactions across the modern enterprise. Delinea applies context throughout the identity lifecycle across cloud, on-premises infrastructure, data, SaaS applications, and AI. It enables discovery of all identities (workforce, IT administrators, developers, and machines), assigns appropriate access levels, detects irregularities, and responds to threats in real-time. With deployment in weeks, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers security and operational efficiency. Learn more at Delinea.com.

Join our global team and help make the world a safer place. We value diversity, innovation, and a culture of respect and fairness. If you are ready to push boundaries in security, we want to hear from you. Apply today to help us achieve our mission.

This remote-first role requires a motivated self-starter who will be responsible for all new ACV sales (New Logo, Cross-Sell & Upsell) into Enterprise Accounts ($500 Million to $10 Billion annual revenue), focused on and based in a specific geographic area (UK & I). The candidate must be primarily new logo focused and travel approx. 30-40% within the assigned territory to visit customers, attend trade shows or field events, and participate in internal meetings such as sales kick-offs and quarterly business reviews. Our promote-from-within philosophy provides career advancement opportunities for high performers.

• Create and personalize a territory plan for the assigned territory.
• Prospect to and create contacts within Enterprise Accounts in a geographic region.
• Proactively pursue existing leads with interest in our services.
• Collaborate with Delinea technical experts to present a compelling story on product strengths and capabilities to win deals.
• Consistently meet or exceed sales targets.
• Maintain an accurate forecast of the sales pipeline.
• Cultivate and manage relationships with Channel partners.
• Leverage Delinea’s executives and networks to gain access to prospective clients.
• Continuously develop knowledge in cybersecurity.

• 1-2 years in Identity and Access Management enterprise sales
• Experience managing complex sales cycles with multiple stakeholders in enterprise organizations
• Track record of identifying, qualifying, cultivating, and closing six-figure+ transactions
• MEDPICC + 3 Whys expertise
• Ability to conduct both executive-level and higher-level technical presentations
• Excellent written and oral presentation skills; examples may be required
• Experience creating and executing value propositions

• Established book of business in territory
• Experience selling PAM solutions
• Trained/Experienced in Command of the Message, Sales or similar methodologies
• Bachelor’s degree or equivalent work experience

• We’re problem-solvers helping the world’s largest organizations protect human and machine identities
• We invest in smart, self-motivated, collaborative people
• Meaningful work, culture of innovation, and clear career progression

• Spirited – energy and passion
• Trust – integrity and commitments
• Respect – value diverse perspectives and teamwork
• Ownership – initiative and follow-through
• Nimble – adapt quickly
• Global – embrace diverse people and ideas

We weave these values into our hiring, evaluation, and promotion processes to foster collaboration and camaraderie. We offer competitive salaries, a meaningful bonus program, and benefits including healthcare, pension/retirement matching, life insurance, an employee assistance program, time off, and paid holidays.

Note: Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination or harassment based on protected characteristics. Upon conditional offer, candidates must complete comprehensive background checks, education and employment verification, and public social media reviews as part of policy.