Enterprise Account Executive – Ohio

WebHosting; Ohio; On-site; USD 120,000 - 180,000; Full time

Job summary

DigiCert is a global leader in intelligent trust, protecting the digital world through PKI, DNS, and certificate lifecycle management. We seek an experienced enterprise sales professional to drive opportunities within assigned accounts and turn them into closed-won deals.

You will collaborate with pre-sales and post-sales teams, manage a robust pipeline, and engage with multiple buying personas, including C-suite executives, to deliver customer-centric DigiCert solutions and sustained revenue

Qualifications

• 5+ years of quota-carrying sales experience at a software/technology company.
• Track record of qualifying and closing consultative or service-led sales, including multi-year/subscription deals.
• Exceptional ability to build consensus among enterprise C-suite stakeholders.
• Experience aligning customer objectives with vendor solutions at scale.

Responsibilities

• Prospecting accounts and maintaining an accurate pipeline across multiple functional areas.
• Building relationships and uncovering the customer’s processes and problems.
• Articulating value by mapping objectives to DigiCert solutions.
• Driving sales execution and leading enterprise agreements to close.
• Coordinating with pre-sales and post-sales resources to accelerate deals.

Skills

Quota-carrying sales

Consultative selling

Relationship building

Strategic account management

C-suite engagement

Education

Bachelor's degree or equivalent

Tools

Salesforce

Job description

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 at www.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.

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.

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 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.

For more information regarding our comprehensive benefits, see the benefits section.