[Remote] Senior Account Executive, French Territory at Sonatype

Germany

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Software, Cybersecurity, TechnologyIndustries

Requirements

Minimum of five (5) years of quota-carrying sales experience in enterprise software sales within the assigned territory
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
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

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

Skills

Sales

Account Executive

Upsell

Cross-sell

Cold Calling

Lead Generation

Salesforce

Gong

CRM

Pipeline Management

Value Proposition

Software Supply Chain

Nexus Repository

SBOM

Sonatype

Manages and secures open-source software usage

About Sonatype

Sonatype helps organizations manage and secure their use of open-source software, which is software that anyone can inspect and modify. Their main product, the Nexus Platform, automates DevOps processes and governs the usage of open-source software. This platform supports practices that combine software development and IT operations to speed up the development lifecycle and ensure high-quality software delivery. Sonatype serves a variety of clients, including IT leaders and developers across different industries, such as healthcare. Unlike many competitors, Sonatype offers both free and paid versions of their products, allowing users to manage software components effectively. Their goal is to provide tools that enhance software security and efficiency in development, generating revenue through subscriptions to their advanced features.

Fulton, MissouriHeadquarters

2008Year Founded

$150.5MTotal Funding

GROWTH_EQUITY_VCCompany Stage

Enterprise Software, CybersecurityIndustries

501-1,000Employees

Benefits

Distributed Workforce - Walls don’t make a company great, people do — and we have the best. While we have offices in the US in Maryland and Virginia, and also in London and Sydney, our growing and talented team lives and works anywhere and everywhere.

Mission Driven - We’re helping software developers harness the power of open source, while making software safer. What does that mean for you? An opportunity to join a smart, mission-oriented team that is changing how software is made.

Competitive Salary & Benefits - We believe in taking care of our team. That means more than just interesting work — it's great benefits, competitive compensation packages, flexible schedules, and an endless opportunity to learn and grow.

Open, Transparent, Diverse - Our varied experiences, locations, ethnicities, genders, and sexual orientations, make us a better company. That's why we're committed to bringing different backgrounds and perspectives into our organization.

Risks

Complex software supply chains pose challenges, with only 7% reviewing their risks.

Fixing critical vulnerabilities can take over 500 days, exposing clients to risks.

Partnership with Equifax may risk reputation if security improvements are not achieved.

Differentiation

Sonatype offers a full-spectrum software supply chain management platform.

The Nexus Platform automates DevOps processes and governs open-source software usage.

Sonatype's solutions are trusted by 15 million developers globally.

Upsides

Partnership with OpenText enhances vulnerability management for open-source and custom code.

Availability in AWS Marketplace expands customer base and streamlines platform management.

Recognition as a leader in Software Composition Analysis boosts credibility and client attraction.

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