Strategic Account Manager

UK - Remote

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Sonatype

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.
Learn more at www.sonatype.com.

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 use your expert skills to grow our largest and most important accounts.
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, critical thinking & business acumen, sophisticated 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'll 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 increase revenues opportunities and establish Sonatype as a strategic, long term partner.
  • Develop whitespace analysis and account/opportunity plans

Requirements:

  • 5 + 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 handling a highly complex technology sales process is crucial
  • Positive attitude, coachable and self-aware
  • Excellent analytical and interpersonal skills
  • Ability to travel within region 

Nice to have:

  • Software sales experience in the Agile, DevOps and/or Open Source space
  • 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
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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.

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Job region(s): Europe
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