Major Account Manager

DigiCert; Paris; Sur place; EUR 70 000 - 240 000; Plein temps

Avantages offerts par ce poste

Competitive compensation

Generous PTO

uncapped commissions

Pension and retirement benefits

Health and wellness support

Education assistance

Résumé du poste

DigiCert is seeking a Major Account Executive for the French public sector market. You will manage an existing and new-logo portfolio within France, driving up-sell and cross-sell while coordinating with sales development, pre-sales, and executives to close deals.

You will establish relationships with multiple buying personas, articulate DigiCert solutions to business objectives, and lead enterprise agreements with a customer-centric, territory-focused approach.

Qualifications

• Fluent in French and English (essential).
• 7+ years of quota-carrying sales experience in software/tech/cybersecurity.
• Proven track record of qualifying and closing consultative, subscription-based sales.
• Ability to build consensus among CIO/C-suite buying teams.

Responsabilités

• Prospect and manage enterprise opportunities in the French market.
• Build and maintain strong relationships with multiple buying personas.
• Articulate DigiCert value to map customer objectives to solutions.
• Lead enterprise deals, forecast accurately, and drive revenue.
• Coordinate with pre/post-sales teams to close opportunities.

Connaissances

French & English

Quota-carrying sales

Relationship building

Forecasting & pipeline

MEDDIC knowledge

Entrepreneurial mindset

People management

Formation

Master’s degree or equivalent

Description du poste

Who we are

DigiCert is a global leader in intelligent trust. We protect the digital world by ensuring the security, privacy, and authenticity of every interaction. Our AI-powered DigiCert ONE platform unifies PKI, DNS, and certificate lifecycle management, to secure infrastructure, software, devices, messages, AI content and agents. Learn why more than 100,000 organizations, including 90% of the Fortune 500, choose DigiCert to stop today’s threats and prepare for a quantum-safe future at www.digicert.com

Job summary

As Major Account Executive, dedicated to the public sector in the French Market, you will be managing this territory consisting of existing customers and prospects, be responsible for driving up-sell and cross-sell initiatives within existing customers and win new logo prospects. You will also collaborate with sales development, pre-sales technical support and executive resources throughout sales campaigns, with the goal of turning as many opportunities into closed-won deals as possible.

What you will do

• Prospecting Accounts– Prospect for new business across multiple functional areas within the company, developing tactical and strategical opportunities, including leveraging leads provided by marketing, and maintain the appropriate pipeline coverage.
• Building Relationships– Gain a deep understanding of the customer’s processes and problems and keeping control of relationship and customer satisfaction. Bring unique value to every interaction. Develop relationships with multiple buying personas within the prospect account and existing customers.
• Articulating Value– Connect prospect’s business objectives (both functional and corporate) with DigiCert solutions, to create tailored value proposals. Deploy a customer-centric and/or a territory approach in understanding how DigiCert can do so.
• Driving Sales Execution – Lead enterprise agreements to close being proactive in all aspects of opportunity development. Prepare & maintain accurate forecast, building a funnel to cover bookings target, documenting activities in Salesforce and performing other tasks necessary to drive revenue and communicate activities to sales management.
• Closing Opportunities– Develop and actively manage interactions within the customer buying cycle using standard processes. Handle different kinds of sales scenarios and negotiate in a manner that drives towards close. Gain buy-in from multiple stakeholders.
• Effective Account Coordination – Use a disciplined approach to effectively and efficiently involve pre-sales and post-sales support. Leverage industry expertise as needed. Lead by example, as responsible of a territory and leader of the strategy and execution of a plan you have designed.
• Demonstrating DigiCert Proficiency – Be proficient with a working knowledge and understanding across all DigiCert products, solutions & processes.
• Territory: France
• Location: Paris Area

What you will have

• Professional working proficiency in French & English (essential)
• 7+ years of quota-carrying sales experience at a software/technology/cybersecurity company (strongly preferred)
• Proven track record of qualifying and closing consultative/service-led sales, particularly multi-year and subscription-based services, in complex environment and FSI industry
• 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
• Experience of sales methodologies such as MEDDIC or MEDDPICC would be an advantage
• Entrepreneurial attitude will be key in your success
• Master’s degree or equivalent work experience

Benefits

• Competitive compensation and comprehensive benefits package
• Generous paid time off, including holidays andadditionalleave options
• Competitive compensation, including uncapped commission (role-dependent)
• Achievers Club awards and performance-based incentives
• Pension and retirement benefits (location dependent)
• Life insurance and income protection coverage
• Comprehensive health and wellness support, including medical coverage (where applicable), gym reimbursement, and mental wellbeing resources
• Employee Assistance Program with 24/7 confidential support for employees and their families
• Generous paid time off, including holidays andadditionalleave options
• Family-friendly leave policies, including maternity, paternity, and other supportive leave programs
• Educationassistanceand professional development opportunities
• Access to LinkedIn Learning and continuous learning resources
• Employee referral bonus program andadditionalcompanyperksand discounts
• Internal rewards and recognition platform (Motivosity) to celebrate and acknowledge project wins, milestone achievements, and the outstanding contributions of our colleagues
• Business travel insurance and global employee support programs

Compensation Transparency:

The total on-target earnings (OTE) for this role, including base salary and variable incentive compensation(at 100% target performance), are outlined below.

Each candidate’s compensation offer will bedeterminedbased on factors including experience, skills, qualifications, performance expectations, business needs, and location. Actual earnings may vary based on individual performance. This role may also be eligible foradditionalcompensation and benefits, which will be discussed during the hiring process.

We are committed to fair and transparent pay practices andcomply withall applicable pay transparency requirements. If you would like more information about compensation or benefits, we are happy to provideadditionaldetails during the hiring process.

For more informationregardingour comprehensive benefits,see the benefits section.

OTE

€140.000—€240.000 EUR

Base Salary

€70.000—€120.000 EUR

Incentive Compensation

€70.000—€120.000 EUR

Compensation Transparency:

The annualized base salary range for this position is outlined below.

Each candidate’s compensation offer will bedeterminedbased on factors including experience, skills, qualifications, job duties, business needs, and location. For roles that includeadditionalcompensation components, total compensation may include base pay, bonus, equity, or other incentives.

This role may also be eligible for benefits, which will be discussed during the hiring process.We are committed to fair and transparent pay practices andcomply withall applicable pay transparency requirements. If you would like more information about compensation or benefits, we are happy to provideadditionaldetails during the hiring process.

For more informationregardingour comprehensive benefits,see the benefits section.

Base Salary

€70.000—€120.000 EUR