Major Account Manager

DigiCert; Paris; À distance; EUR 70 000 - 90 000; Plein temps

Résumé du poste

A leading global security authority seeks a Major Account Executive to manage existing customers and prospects. This remote position involves driving sales initiatives, building relationships, and closing opportunities while collaborating with various teams to achieve sales goals.

Qualifications

• 5 years of quota-carrying sales experience at a software, technology, or cybersecurity company.
• Track record of qualifying and closing consultative/service-led sales.

Responsabilités

• Prospect for new business and maintain pipeline coverage.
• Lead enterprise agreements to close and prepare accurate forecasts.
• Develop relationships with multiple buying personas within the prospect account.

Connaissances

Sales

Relationship Building

Negotiation

Time Management

Data Analytics

Formation

Bachelor's Degree

Description du poste

Were a leading global security authority that's disrupting our own category. Our encryption is trusted by the major eCommerce brands, the world's largest companies, the major cloud providers, entire country financial systems, the entire Internet of Things, and even down to the little things like surgically embedded pacemakers. We help companies put trust—an abstract idea—into work. That's digital trust for the real world.

Job Summary

As a Major Account Executive, you will manage an assigned territory consisting of existing customers and prospects. You will be responsible for driving upsell and cross-sell initiatives within existing customers and winning new logo prospects. You will collaborate with sales development, presales, technical support, and executive resources throughout sales campaigns with the goal of turning as many opportunities into closed-won deals as possible.

This is a remote position.

What you will do

1. Prospecting Accounts: Prospect for new business across multiple functional areas within the company, including leveraging leads provided by marketing, and maintain appropriate pipeline coverage.
2. Building Relationships: Gain a deep understanding of the customers' processes and problems. Ensure the right questions are being asked and answered. Bring unique value to every interaction. Develop relationships with multiple buying personas within the prospect account.
3. Articulating Value: Connect prospects' business objectives (both functional and corporate) with DigiCert solutions. Deploy a customer-centric approach in understanding how DigiCert can do so.
4. Driving Sales Execution: Lead enterprise agreements to close, being proactive in all aspects of opportunity development. Prepare accurate forecasts, build a funnel to meet bookings targets, document activities in Salesforce, and perform other tasks necessary to drive revenue and communicate activities to sales management.
5. Closing Opportunities: Develop and actively manage interactions within the customer buying cycle using standard processes. Handle different sales scenarios and negotiate toward closure. Gain buy-in from multiple stakeholders.
6. Effective Account Coordination: Use a disciplined approach to involve presales and post-sales support effectively and efficiently. Leverage industry expertise as needed.
7. Demonstrating DigiCert Proficiency: Be proficient with a working knowledge and understanding of all DigiCert products and solutions.

What you will have

• Professional working proficiency in French
• 5 years of quota-carrying sales experience at a software, technology, or cybersecurity company (strongly preferred)
• Bachelor's degree or equivalent work experience
• Track record of qualifying and closing consultative/service-led sales, particularly multiyear and subscription-based services
• Exceptional ability to create and foster relationships across enterprise C-suite executives and build consensus among the buying team
• Exceptional time and people management skills to marshal resources and advance opportunities
• Well-versed in the data analytics industry and strong knowledge of competitor products and capabilities
• Experience with sales methodologies such as MEDDIC or MEDDPICC would be an advantage