Vice President, Field Sales - Commercial

Job description

About Delinea: Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real-time. With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise. 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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. Vice President of Field Sales - Commercial Position Summary The Delinea Vice President of Commercial Sales leads a team of Regional Sales Directors and supports the delivery of the full sales cycle to organizations with annual revenues up to $1B. 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 about achieving sales objectives and expanding the capabilities of their team. Through mentoring and continued enhancement of the Sales team skills, the VP of Commercial Sales will help Delinea support development of individuals and continue the growth plans of the company. Working from home with limited travel (average 25%), this position requires an exceptional leader and people manager who will be responsible for all net new and XU-sell sales within the U.S. Commercial market. This role will report to the Senior Vice President, Sales - Americas. What You'll Do: - Consistently meet/exceed team pipeline and sales targets. - Accomplish 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 - Achieve regional sales operational objectives by contributing regional sales information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing production, productivity, quality, and customer-service standards; resolving problems; identifying trends; determining regional sales system improvements; implementing change. - Meets regional sales financial objectives by forecasting requirements; preparing an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions. - Establishes sales objectives by creating 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 - Never stop learning! Constantly stay current with industry changes and trends and build your expertise in Cybersecurity. What You'll Bring: - Experience as a Commercial software sales executive selling to a corporate IT audience. - Bachelors degree or equivalent - Exceptional leadership and people skills with proven success leading a national team. - Classic training in a proven sales methodology (i.e., 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. - 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 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. Why work at Delinea? - We're 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. - What we offer in return is meaningful work, a culture of innovation and great career progression. At Delinea, our core values are STRONG and guide our behaviors and success: - Spirited - We bring energy and passion to everything we do - Trust - We act with integrity and deliver on our commitments - Respect - We listen, value different perspectives, and work as one team - Ownership - We take initiative and follow through - Nimble - We adapt quickly in a fast-changing environment - Global - We embrace diverse people and ideas to drive better outcomes We believe weaving these 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. We offer 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. 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 comprehensive criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.