Enterprise Account Manager - Federal

Delinea • Redwood City, CA

18h • Remote

About The Position

The Enterprise Account Manager is responsible for driving the full sales cycle within U.S. Federal agencies that have critical IT security needs. In this role, you will identify and engage key stakeholders across assigned agencies and the Federal Systems Integrators (FSIs) that support them. You’ll develop a deep understanding of their security challenges and demonstrate how Delinea’s award-winning solutions can strengthen and simplify their IT security posture.
This is a high-visibility, high-impact role requiring a consultative and strategic approach to building relationships, developing pipeline, and closing new business. The position is based within a designated geographic territory and may require working from a remote home office with approximately 40–50% travel.

Requirements

• 5+ years of enterprise software sales experience selling into U.S. Federal agencies.
• 10+ years of enterprise sales and/or program or product management experience.
• Bachelor’s degree preferred, or equivalent professional experience.
• 7+ years of technology-related sales, account management, and/or consulting experience.
• Proven ability to work independently, stay self-motivated, and manage complex customer engagements.
• Exceptional written, verbal, and presentation skills, with experience presenting to executive and technical audiences.
• Demonstrated success building rapport and influencing decision-makers within large enterprises or government agencies.
• Strong organizational skills and attention to detail.
• Experience successfully breaking into new accounts and expanding footprint within existing ones.
• Background selling through and with Channel partners.
• Understanding of the Federal channel-centric go-to-market model.
• Experience supporting large federal programs, capture efforts, and programmatic growth strategies.
• Proven ability to identify, develop, and close six- and seven-figure opportunities.
• Demonstrated ability to manage long, complex sales cycles with multiple stakeholders.
• Experience selling Cloud and modern IT security solutions.

Nice To Haves

• Existing relationships and a developed book of business within the territory is a strong plus.

Responsibilities

• Develop and grow relationships within the Healthcare vertical, with an emphasis on VA and HHS.
• Proactively engage existing leads and prospects who have expressed interest in Delinea solutions.
• Collaborate closely with Delinea technical experts to deliver compelling product demonstrations and solution narratives that drive customer confidence and accelerate decision-making.
• Consistently achieve or exceed assigned sales targets.
• Maintain a highly accurate and up-to-date sales pipeline and forecast.
• Build, manage, and expand relationships with strategic Channel partners critical to success in the public sector market.

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 501-1,000 employees