Major Account Manager

WebHosting; Paris; Hybrid; EUR 90,000 - 150,000; Full time

Job summary

DigiCert is seeking a Major Account Executive dedicated to the public sector in the French market, responsible for managing existing customers and prospects, driving up-sell and cross-sell, and winning new logos. You will collaborate with sales development, pre-sales technical support and executive resources throughout campaigns to close opportunities.

The role involves prospecting, relationship building, articulating value, driving sales execution, and coordinating with pre/post-sales teams.

Qualifications

• 7+ years of quota-carrying sales experience in software/tech/cybersecurity.
• Proven track record of qualifying and closing consultative, multi-year, subscription-based deals.
• Experience selling to enterprise customers and C-suite executives.

Responsibilities

• Prospect for new business and maintain a healthy pipeline.
• Build relationships with multiple buying personas across accounts.
• Articulate DigiCert value to align with customer objectives.
• Lead enterprise agreements and manage forecast and bookings.
• Coordinate with pre-sales and post-sales teams to win deals.
• Demonstrate DigiCert proficiency across products, solutions, and processes.
• Territory: France; Location: Paris Area.

Skills

French fluency

English proficiency

Sales quota attainment

Relationship building

Territory management

Education

Master’s degree

Tools

Salesforce

Job description

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

AsMajor 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

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 be determined based 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 for additional compensation and benefits, which will be discussed during the hiring process.

We are committed to fair and transparent pay practices and comply with all applicable pay transparency requirements. If you would like more information about compensation or benefits, we are happy to provide additional details during the hiring process.

Compensation Transparency:

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

Each candidate’s compensation offer will be determined based on factors including experience, skills, qualifications, job duties, business needs, and location. For roles that include additional compensation 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 and comply with all applicable pay transparency requirements. If you would like more information about compensation or benefits, we are happy to provide additional details during the hiring process.