Strategic Account Manager - Remote

US - Remote

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Sonatype Nexus helps software development teams use open source so they can innovate faster and automatically control risk.

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We are 400+ employees from a diverse group of backgrounds that hail from more than 50 countries and speak 15 languages. But, we all share one thing in common: we're passionate about accelerating software innovation. Our vision is to put Nexus products at the center of every open-source decision modern engineering organizations make. 
We support our remote employee experience. While we have great office spaces in the Fulton, MD, Tyson's Corner VA, London UK, and Sydney AUS, we're very distributed and remote first (and always have been). We use several communication tools to connect across the company—and all remote employees have the opportunity to visit our offices and meet their teams face-to-face at team meetups. We also have an annual company meetup to get quality in-person time with the entire company at least once a year.
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Strategic Account Selling is the beautiful intersection of the Art and Science of Sales.  We are seeking senior level sellers to join our strategic accounts program where you will leverage your expert skills to GROW our largest and most important accounts. 
Our platform dramatically accelerates the software development lifecycle by giving developers and security teams confidence in the quality and security of their code.  Sonatype customers are building better quality software, faster than their competition. They are reducing technical debt, avoiding rework, reducing time to repair issues, all while shrinking the attack surface area of their applications.
In addition, the Sonatype Strategic Accounts organization is a collaborative team of highly talented, experienced and motivated sales executives that focus on the largest customers at Sonatype who are primarily in the Fortune Global 500.  If you have expert skills in: EQ & relationship building, compelling communication & facilitation, strategic thinking & business acumen, advanced planning and deal creativity…this may be the most challenging and rewarding job of your career.  You will be selling our industry leading software solutions, leading and motivating a virtual team as well as owning and brokering new Senior customer relationships with a view to elevating our engagement to a strategic partnership.

What you will do:

  • Define, plan and lead account development strategies, to grow the accounts year on year in excess of overall company growth targets.
  • Achieve quarterly and annual sales goals and objectives. Ability to drive business transaction linearity and pipeline development is crucial.
  • Build in-depth knowledge of clients’ business priorities, challenges, and initiatives that can be translated into Sonatype solution opportunities. Build in depth relationships within the domain of the account - become the trusted advisor.
  • Use knowledge of; technology, products, processes, industry expertise, and consultative sales skills to assess and educate customers on the value of Sonatype’s solutions.
  • Develop multi-level relationships across within assigned accounts using available internal and external resources, and where appropriate channel partner resources, to maximize revenues opportunities and establish Sonatype as a strategic, long term partner.
  • Develop whitespace analysis and account/opportunity plans supported and influenced by Sonatype Senior Executives, field sales and sales management, Product Management, Engineering, Professional Services, Technical Consultants and relevant Channel Partner Managers.
  • Close big deals and make great money!

Basic Qualifications:

  • 10 + years of experience in enterprise software sales with a consistent track record of consistent over-achievement against assigned quota and a resulting high level of income attainment
  • Knowledge and experience in managing a highly complex technology sales process is essential
  • Positive attitude, coachable and self-aware
  • Excellent analytical and communication skills
  • Ability to travel up to 35% in region (once business travel is again safe)

Preferred Qualifications:

  • Software sales experience in the Agile, DevOps and/or Open Source space
  • Trained in software sales prospecting and passionate about hunting for new sales opportunities and lead follow-up in a professional manner
  • Ability to build regional territory account plans, develop new partnerships and business relationships that result in new customer acquisition and revenue growth
  • Extraordinary communication skills, persuasive personal presence, and presentation skills
  • Experience and understanding of the rapidly developing DevOps and/or Application Security market
  • Bachelor degree or equivalent experience

Things that we are proud of:

  • Fast Company Top 50 Companies for Innovators 2018, 2019, and 2020
  • 2019 Best Places to Work Washington Post and Washingtonian
  • 2019 Wealthfront Top Career Launch Company
  • EY Entrepreneur of the Year 2019
  • Diversity & Inclusion Working Groups
  • Parental Leave Policy
  • Paid Volunteer Time Off (VTO)

At Sonatype, we value diversity and inclusivity. We offer perks such as parental leave, diversity, and inclusion working groups, and flexible working practices to allow our employees to show up as their whole selves. We are an equal opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. If you have a disability or special need that requires accommodation, please do not hesitate to let us know.

Job region(s): North America
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