Enterprise Account Executive - Federal

Delinea•Redwood City, CA

3d•$260,000 - $326,000•Remote

About The Position

This 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.

Requirements

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.

Nice To Haves

An established book of business within Intelligence Community and/or FSI community
Experience selling cybersecurity solutions to Intelligence agencies

Responsibilities

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.