Enterprise Account Executive - Ohio

DigiCert; United States; On-site; USD 250,000 - 300,000; Full time

Benefits offered by this job

Health insurance

Dental coverage

Vision coverage

401(k) match

Paid time off

Parental leave

Life insurance

Disability coverage

HSA

Gym reimbursement

Wellness program

Education assistance

LinkedIn Learning

Referral bonus

Employee discounts

Travel insurance

Job summary

DigiCert is seeking an Enterprise Sales Executive in the United States to develop opportunities within existing and new accounts, collaborating with pre-sales and post-sales teams to accelerate revenue. You will build trusted advisor relationships, articulate DigiCert solutions, and manage complex multi-year deals.

Ideal candidates bring 5+ years of quota-carrying software sales, a consultative approach, and demonstrated success in selling to enterprise buyers, including C-suite stakeholders.

Qualifications

• 5+ years of quota-carrying sales experience at a software/technology company.
• Track record of qualifying and closing consultative/service-led sales, including multi-year and subscription-based services.
• Exceptional ability to build consensus among enterprise buying teams and to engage C-suite executives.

Responsibilities

• Prospect for new business across multiple functional areas within target accounts.
• Build and maintain relationships with multiple buying personas.
• Articulate value by mapping customer objectives to DigiCert solutions.
• Lead enterprise agreements to close and forecast accurately.
• Coordinate with pre-sales and post-sales teams to drive revenue.

Skills

Quota carrying sales

Consultative selling

C-suite relationships

Forecasting

Time management

People management

Data analytics

Competitive knowledge

Education

Bachelor's degree or equivalent

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 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.

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.
• 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
• 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

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. For more informationregardingour comprehensive benefits,see the benefits section.

OTE: $250,000 USD - $300,000 USD

Incentive Compensation: $125,000 USD - $150,000 USD