Federal Software Sales Professional - Regional Account Manager

Employment Type: Full-Time

Position Overview

Sonatype is the software supply chain security company, providing the world's best end-to-end solution. We combine proactive protection against malicious open source, enterprise-grade SBOM management, and the leading open-source dependency management platform. This empowers enterprises to create and maintain secure, quality, and innovative software at scale. As founders of Nexus Repository and stewards of Maven Central, we are software pioneers with unmatched open-source expertise. We empower innovation by enabling faster, safer software development and leveraging AI and data intelligence to mitigate risk, maximize efficiencies, and drive powerful software development. Over 2,000 organizations, including 70% of the Fortune 100 and 15 million software developers, rely on Sonatype to optimize their software supply chains.

Sonatype is rapidly growing its operations in the US Federal market and is seeking an experienced Federal Software Sales professional to contribute to a rapidly growing organization.

Responsibilities

As a Federal Regional Account Manager, you will be responsible for:

• New Annual Contract Value (ACV) revenue generation within assigned Federal accounts, including new account acquisition and expansion.
• Ownership of the entire sales cycle, pipeline management, strategic account plans, and customer relationships across your territory.
• Consistently exceeding quarterly sales goals by winning new accounts and growing existing accounts while achieving success for your customers.
• Utilizing a consultative, value-based selling approach to discover customer/prospect business drivers and technical requirements, and aligning them to Sonatype’s differentiated capabilities in competitive sales campaigns.
• Becoming an authority in positioning and presenting Sonatype’s outstanding value proposition in meetings, presentations, phone calls, emails, and proposals.
• Developing business relationships with prospects, customers, and partners at both executive and practitioner levels to grow demand for Sonatype’s software products.
• Continuously identifying, qualifying, developing, and leading a robust sales opportunity pipeline.
• Engaging in regular prospecting and continuous follow-up on all potential sales opportunities.
• Developing and maintaining strong internal collaboration with sales engineering, inside sales, marketing, customer success, sales operations, and other teams.
• Demonstrating command of your business through account/opportunity knowledge, quarterly business reviews, business plans, deal strategy, and a focused approach to forecasting and pipeline management in Sonatype’s CRM system (Salesforce.com).

Requirements

• 8+ years of experience and proven success in selling enterprise software to the US Federal government, ideally Civilian Agencies.
• Knowledge and experience selling software solutions related to: software development, software supply chain management, application security, open-source software governance, code quality, DevOps, DevSecOps.
• Validated history of building a Federal sales territory, hunting new accounts, and winning business in competitive selling environments.
• History of success selling directly to government agencies and through resellers and Federal systems integrators.
• Passion for solving customer problems with innovative technology.
• Outstanding written and verbal communication skills, executive polish and presence.
• Outstanding skills in delivering persuasive value-based sales presentations, leading productive meetings, and writing with impact.
• Ability to establish trust with senior-level decision makers and technical buyers in Software Development, Application Security, and IT Operations environments.
• Familiarity with federal procurement procedures and experience steering deals through complex government contracting processes.
• Operational excellence in account planning and execution.

Company Information

Sonatype is the software supply chain security company. We provide the world’s best end-to-end software supply chain security solution, combining the only proactive protection against malicious open source, the only enterprise grade SBOM management and the leading open source dependency management platform. This empowers enterprises to create and maintain secure, quality, and innovative software at scale. As founders of Nexus Repository and stewards of Maven Central, the world’s largest repository of Java open-source software, we are software pioneers and our open source expertise is unmatched. We empower innovation with an unparalleled commitment to build faster, safer software and harness AI and data intelligence to mitigate risk, maximize efficiencies, and drive powerful software development. More than 2,000 organizations, including 70% of the Fortune 100 and 15 million software developers, rely on Sonatype to optimize their software supply chains.

Application Instructions

Please refer to the specific application instructions provided by the hiring platform or company.