Inside Sales Manager

About Delinea
Delinea is a pioneer in securing identities through centralized authorization, making organizations more secure by seamlessly governing their interactions across the modern enterprise. Delinea allows organizations to apply context and intelligence throughout the identity lifecycle across cloud and traditional infrastructure, data, and SaaS applications to eliminate identity-related threats. With intelligent authorization, Delinea provides the only platform that enables you to discover all identities, assign appropriate access levels, detect irregularities, and immediately respond to identity threats in real-time. Delinea accelerates your teams’ adoption by deploying in weeks, not months, and makes them more productive by requiring 90% fewer resources to manage than the nearest competitor. With a guaranteed 99.99% uptime, the Delinea Platform is the most reliable identity security solution available. 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 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.
 

Inside Sales Manager Summary:

The Inside Sales Manager leads a team of Inside Sales Executives and supports the delivery of the full sales cycle to organizations with IT security needs. 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! This team will own the sales cycle from start to finish.

The ideal candidate will be passionate for success and have a “player-coach” mentality. Through mentoring and continued enhancement of the Sales team skills, the Inside Sales Manager will help Delinea support development of individuals and continue the growth plans of the company. This position requires an exceptional leader and people manager who will be responsible for all net new and XU-sell sales within North America. This role will report to the Vice President, Global Sales Development. The position requires to be in office part time based in Boston, MA.

What You'll Do:

• Accomplish North America 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

• Establish sales objectives by creating a sales plan in support of national objectives to help us quickly pivot and make changes as we establish the SMB market

• Maintain and expand customer base by counseling Inside 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 Inside Sales team.

• Support/close deals with the Inside Account Executives

• Consistently meet/exceed objectives and sales targets.

• Have a strong focus on op creation via partner/end user engagement and deal registration push.

• Never stop learning! Constantly stay current with industry changes and trends and build your expertise in Cybersecurity.

What You'll Bring:

• Experience as a sales executive selling to a corporate IT audience.

• Bachelors degree or equivalent

• Exceptional leadership and people skills with proven success leading a 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

• Track record of success in identifying, cultivating and closing transactions.

• 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 “love of selling”.

• Proven ability to handle, adapt, and overcome change.

• Focus and time management skills to work remotely.

Bonus if you have:

• Experience using Salesforce.

• Working knowledge of Information Security and/or Network Architecture.

• An established book of business in the region and relationships with partners.

Delinea Culture & Benefits:
 

Why work at Delinea? 
 

· We’re passionate problem-solvers doing our part to make the world a safer place. 

· 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—Spirited – Trust – Respect – Ownership – Nimble – Global – and guide our behaviors and success. 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 equity and bonus program, and excellent benefits, including a full suite of medical, dental, and vision insurance, as well as 401(k) matching, ROTH, comprehensive life insurance, short-term and long-term disability insurance, an employee assistance program, generous discretionary time off (DTO), and 12 paid holidays. We support all families with 12 weeks of paid leave for new birth, adoption, surrogacy, or foster-to-adopt primary caregivers. Secondary caregivers are offered 6 weeks of paid leave. 

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 7-year criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.