Sales Representative managing the assigned client portfolio and implementing strategies for sales growth. Collaborating with technical and project departments to secure client needs.
About the role
- Senior Account Executive driving sales for Sonatype's software supply chain security solutions in the French territory. Collaborating with teams to expand customer footprint and develop new sales opportunities.
Responsibilities
- Develop and successfully conclude sales opportunities for Sonatype's Nexus Repository, Nexus Firewall, Nexus Lifecycle, and Nexus Auditor product suite.
- Articulate Sonatype's value proposition effectively to increase sales and primarily expand the existing customer footprint within the designated region.
- Collaborate with supporting functions to efficiently upsell and cross-sell into the existing customer base and to acquire net new logos with an average net ACV (Annual Contract Value) of $50,000 or greater.
- Generate leads for Tier I and Tier II accounts through targeted account selling, proactive outbound cold calling, and diligent follow-up on marketing-generated and inbound leads.
- Achieve sales and activity targets outlined in the plan to ensure the successful initiation of the 100-day strategy.
- Manage and provide clear, comprehensive reports on the sales pipeline, including activity for sales opportunities, within Sonatype's CRM systems (Salesforce.com) and Gong.
- Maintain rigorous control over accurate forecasting on a Q+3 basis.
- Create and execute a detailed territory plan focused on prospect development, proactive up- and cross-sell campaigns, and the increase of market penetration and sales growth within the assigned territory.
- Assume ownership of the territory as an autonomous 'business unit,' concentrating on direct sales to end-users across multiple market segments.
- Engage and leverage partners to maximise revenue generation and account penetration.
- Actively collaborate with and provide leadership to a Sales Development Representative and a Pre-Sales Engineer to build pipeline and successfully close business.
- Demonstrate the willingness and ability to apply MEDDPICC and Challenger sales methodologies to sales execution.
Requirements
- A minimum of five (5) years of quota-carrying sales experience in enterprise software sales within the assigned territory is required.
- Proven software sales experience within the Agile, DevSecOps, and/or Open Source domains.
- Formal training in software sales prospecting and a high degree of motivation for aggressively hunting new sales opportunities within existing accounts and professionally following up on leads.
- Demonstrated ability to construct regional territory account plans, cultivate new partnerships, and develop business relationships that contribute to new customer acquisition and sustained revenue growth.
- Must be a collaborative team member, comfortable operating within a rapidly evolving, high-growth, and dynamic environment.
- Exceptional interpersonal skills, persuasive personal presence, and strong presentation abilities are essential.
- Highly driven and ambitious for success, with a consistent and verifiable record of overachievement against targets.
- Experience and comprehensive understanding of the rapidly developing DevOps and/or Application Security market.
Benefits
- Company Wellness Week – We shut down company operations for a week to allow
- everyone to rest, recharge, and invest in personal growth.
- Diversity & Inclusion Working Groups
- Parental Leave Policy
- Paid Volunteer Time Off (VTO)
Job title
Job type
Experience level
Salary
Not specified
Degree requirement
Tech skills
Location requirements
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