Enterprise Account Executive

Tech Sales Jobs; City of Rochester (NY); On-site; USD 125,000 - 280,000; Full time

Benefits offered by this job

Health coverage

Dental coverage

Vision coverage

401(k) with company match

Paid time off

Parental leave

Life insurance

Disability coverage

Wellness programs

Learning resources

Employee referral bonus

Job summary

DigiCert is a global leader in intelligent trust, safeguarding the digital world with PKI, DNS, and certificate lifecycle management. This Enterprise Sales role targets both existing and new accounts within the territory, collaborating with pre-sales and post-sales teams to drive opportunities to close and maintain a trusted advisor relationship with customers.

The role emphasizes building a strong pipeline, coordinating cross-functional resources, and achieving quota targets while using

Qualifications

• 5+ years of quota-carrying sales experience at a software/technology company.
• Track record of qualifying and closing consultative/service-led sales, particularly multi-year 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.
• Bachelor’s degree or equivalent work experience.

Responsibilities

• Prospecting Accounts – Prospect for new business across multiple functional areas within the company, 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. 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
• Articulating Value – Connect prospect’s business objectives (both functional and corporate) with DigiCert solutions. Deploy a customer-centric 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 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
• Demonstrating DigiCert Proficiency – Be proficient with a working knowledge and understanding across all DigiCert products and solutions

Skills

Quota-carrying sales

Consultative selling

Enterprise sales

Forecasting

Sales cycle management

Relationship building

Education

Bachelor's degree

Tools

Salesforce

Job description

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 atwww.digicert.com

Job summary

Responsible for developing opportunities within existing and new accounts assigned in the territory, with the goal of turning as many opportunities into closed-won deals as possible. Collaborate with pre-sales and post-sales support resources throughout sales campaigns. Serves customers in a trusted advisor role by always keeping the customer’s best interests at the forefront. Being available to customers in a consultative capacity even during those times the customer is not in the market.

Success in the role requires building and maintaining a strong sales pipeline, leading complex sales engagements, coordinating cross-functional resources, accurately forecasting revenue, and consistently achieving quota targets.

What you will do

• Prospecting Accounts – Prospect for new business across multiple functional areas within the company, 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. 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
• Articulating Value – Connect prospect’s business objectives (both functional and corporate) with DigiCert solutions. Deploy a customer-centric 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 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
• Demonstrating DigiCert Proficiency – Be proficient with a working knowledge and understanding across all DigiCert products and solutions

What you will have

• 5+ years of quota-carrying sales experience at a software/technology company
• Track record of qualifying and closing consultative/service-led sales, particularly multi-year 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
• Bachelor’s degree or equivalent work experience

Benefits

• Competitive compensation and comprehensive health, dental, and vision coverage
• Retirement savings programs with company matching (401(k) or RRSP)
• Generous paid time off, including holidays, and vacation
• Paid parental leave and family support benefits
• Life and disability coverage
• Flexible spending and health savings options (where applicable)
• Health and wellness support, including gym reimbursement and wellness programs
• Employee Assistance Program with 24/7 confidential support for employees and families
• Education assistance and professional development opportunities
• Access to LinkedIn Learning and continuous learning resources
• Employee referral bonus program and additional company perks and 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

DigiCert is an Equal Opportunity employer and is committed to diversity in its workforce. In compliance with applicable federal and state laws, DigiCert prohibits discrimination on the basis of race or ethnicity, religion, color, national origin, sex, age, sexual orientation, gender identity/expression, veteran’s status, status as a qualified person with a disability, or genetic information. Individuals from historically underrepresented groups, such as minorities, women, qualified person with disabilities, and protected veterans are strongly encouraged to apply.

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: $250,000 USD - $280,000 USD

Base Salary: $125,000 USD - $140,000 USD

Incentive Compensation: $125,000 USD - $140,000 USD