Regional Account Manager - Federal

July 22

Apply Now

Receive Emails with Similar Jobs

Sonatype

WebsiteLinkedInAll Job Openings

Bringing you a better way to build software.

Open Source • Open Source Governance • Management and Compliance • Repository Management • DevOps

501 - 1000

💰 $80M Private Equity Round on 2018-09

Description

• Consistently exceed quarterly sales goals by winning new accounts and growing existing accounts while achieving success for your customers • Use a consultative value-based selling approach to discover customer/prospect business drivers and technical requirements, and align them to Sonatype’s differentiated capabilities in competitive sales campaigns • Become an authority in positioning and presenting Sonatype’s outstanding value proposition in meetings, presentations, phone calls, emails and proposals • Develop business relationships with prospects, customers and partners at both executive and practitioner level, to result in growing demand for Sonatype’s software products • Continuously identify, qualify, develop and lead a robust sales opportunity pipeline • Regular prospecting and continuous follow-up on all potential sales opportunities • Develop and maintain strong internal collaboration with sales engineering, inside sales, marketing, customer success, sales operations and other teams • Demonstrate 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 • Knowledge and experience selling software solutions related to the following: 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, and 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, deal strategy, pipeline management and forecasting • Growth mindset and team-player attitude that embraces a multifaceted high-performance and rapidly evolving environment • Ability to travel as needed