Regional Sales Director

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About Delinea: Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to govern interactions across the modern enterprise. It applies context throughout the identity lifecycle across cloud and traditional infrastructure, data, SaaS applications, and AI. Delinea enables you to discover all identities, assign access levels, detect irregularities, and respond to threats in real-time. Learn more about Delinea on Delinea.com, LinkedIn, X, and YouTube.

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

The Regional Sales Director leads a team of Enterprise and Strategic Account Managers and supports the delivery of the full sales cycle to organizations with IT security needs. You will 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 channel partners to close deals and get our product suite into the hands of IT Admins across the identified region. The ideal candidate will be a strong leader with a player-coach mentality, mentoring the Sales team to support development and growth of the company. This position requires an exceptional leader and people manager responsible for all net new and XU-sell sales within their region.

• Accomplish regional sales and human resource objectives by recruiting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining employees in assigned districts; 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
• Meet regional sales financial objectives by forecasting requirements; preparing an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions
• Establish sales objectives by creating a sales plan in support of national objectives
• Maintain and expand customer base by counseling Strategic Account Executives; building and maintaining rapport with key customers; identifying new customer opportunities
• Recommend product lines by identifying new product opportunities, and service changes; surveying consumer needs and trends; tracking competitors
• Update job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks
• Accomplish sales and organization mission by completing related results as needed
• Define go-to market strategy and establish and develop regional team
• Support/close deals with the Strategic Account Executives
• Consistently meet/exceed objectives and sales targets
• Strong focus on opportunity creation via partner/end user engagement and deal registration push
• Stay current with industry changes and trends and build expertise in Cybersecurity

• Experience as an enterprise software sales executive selling to a corporate IT audience
• Bachelor’s degree or equivalent
• Exceptional leadership and people skills with proven success leading a regional team
• Classic training in a proven sales methodology (e.g., Miller Heiman Strategic Selling, MEDDIC or similar)
• Experience working with Channel Partners
• Ability to conduct executive level presentations and high-level technical presentations
• Experience managing complex sales cycles with multiple stakeholders in Enterprise organizations
• Track record of closing five to six figure+ transactions
• Ability to work in a collaborative team environment
• Detail oriented, strong relationship-building and customer service
• Excellent written and verbal communication skills
• Positive attitude and love of selling
• Proven ability to adapt to change and manage time effectively to work remotely

• Experience using Salesforce
• Working knowledge of Information Security and/or Network Architecture
• Identity Security background and managing team selling identity solutions

• 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 strong career progression

Equal Opportunity Statement: 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.

Background Check: Upon conditional offer of employment, candidates are required to complete a 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.

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