Territory Manager, Mediterranean

Regional Sales Director - IBERIA
- Position Summary
- The Delinea Regional Sales Director leads a team of Enterprise Account 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
- Located in Spain and working from home with travel (average 25%), you will be covering the IBERIA regions. This position requires an exceptional leader and people manager who will be responsible for all net new and XU-sell sales within their region. This role will report to the Vice President of Sales, Southern Europe.

Key Responsibilities
- 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
- Achieves 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; completing audits; identifying trends; determining regional sales system improvements; implementing change.
- Meets regional sales financial objectives by forecasting requirements; preparing an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions.
- Establishes sales objectives by creating a sales plan in support of national objectives.
- Maintains and expands customer base by counseling Enterprise Account Executives; building and maintaining rapport with key customers; identifying new customer opportunities.
- Recommends product lines by identifying new product opportunities, and service changes; surveying consumer needs and trends; tracking competitors.
- Implements trade promotions by publishing, tracking, and evaluating trade spending.
- Updates job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks.
- Accomplishes sales and organization mission by completing related results as needed
- Define go-to market strategy and establish and develop regional team
- Support/close Enterprise deals with the Enterprise Account Executives
- Consistently meet/exceed objectives and sales targets.
- 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.
- Required Skills and Qualifications
- Experience as an enterprise software sales executive selling to a corporate IT audience.
- Bachelors degree or equivalent
- Exceptional leadership and people skills with proven success leading a regional 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 in Enterprise organizations.
- Track record of success in identifying, cultivating and closing five to six figure+ transactions.
- Established book of business, a plus.
- Working knowledge of Information Security and/or Network Architecture desired.
- 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.
- Experience using Salesforce a plus.
- Fluent in English
- #LI-Remote
- #LI-KP
- 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
- We take care of our employees. We offer competitive salaries and excellent benefits.
- Delinea offers competitive salaries and an excellent benefits package, including medical, dental, vision and life insurance. We also provide an Employee Assistance Program, paid holidays, discretionary time off, flexible spending account, 401k, and more._
- Delinea, Inc is an Equal Opportunity and Affirmative Act