Enterprise AI Security Solutions 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

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