Position SummaryThis remote position requires a motivated self-starter who will be responsible for all net new sales into the Intelligence Community agency accounts. Because the work happens where the mission happens, this role requires an active TS/SCI clearance with a CI or full-scope polygraph.
Based in a specific geographic area, the candidate may be required to travel approximately 30-40% throughout the assigned territory to visit customers, attend trade shows or field events, and for internal meetings such as sales kick-offs or quarterly business reviews.
With our strong promote-from-within philosophy, successful performance in this role will provide career advancement opportunities to those seeking to take their sales careers to the next level.
What You'll Do:- Create and personalize a territory plan for the assigned territory and agencies, built around the federal fiscal year and appropriations cycles.
- Prospect to and create contacts across assigned agencies, their components, and program offices and effectively communicate back to Delinea leadership what is needed to continue to support this community.
- Proactively pursue existing leads who have expressed interest in our technology.
- Collaborate with and engage the right Delinea technical experts to provide an accurate and compelling story on our products' strengths and capabilities to win deals.
- Consistently meet/exceed sales targets.
- Maintain an accurate forecast of sales pipeline, commit and best case.
- Cultivate and manage relationships with federal resellers, distributors, and systems integrators, and transact through GSA MAS, SEWP, and agency-specific contract vehicles.
- Leverage Delinea's executives, and their networks, to gain access to prospective clients.
- Never stop learning! Continue to hone your craft and build your expertise in Cybersecurity.
What You'll Bring:- 5+ years as an enterprise software sales executive, including direct experience selling into U.S. Federal agencies.
- This role requires an active TS/SCI clearance with a CI or full-scope polygraph.
- Bachelor's degree from an accredited university preferred or equivalent work experience.
- Working knowledge of federal procurement processes for these agencies that include but are not limited to contract vehicles, FedRAMP authorization levels, ATO timelines, and the federal zero-trust mandate under OMB M-22-09.
- Experience cultivating and controlling complex sales cycles with multiple stakeholders within the agencies.
- Track record of success in identifying, cultivating and closing six figure+ transactions.
- Ability to conduct both executive level presentations and high-level technical presentations.
- Excellent written and oral communication and presentation skills.
- Demonstrated ability to build and land a differentiated value proposition.
Bonus if you have:- An established book of business within Intelligence Community and/or FSI community
- Experience selling cybersecurity solutions to Intelligence agencies
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.
