Global Account Manager
On a daily basis, you will
- Generate new leads and opportunities within an assigned account set, representing our largest and most strategic existing customer base at Sonar via upselling and cross-selling.
- Ensure that minimum requirements are established, managed and maintained with customers, such as quarterly business reviews.
- Onboard customers throughout their entire journey with SonarSource commercial products.
- Develop relationships with champions within existing customer accounts.
- Size and quote customer software license needs.
- Negotiate and close upgrades to existing implementations.
- Interact with customers over phone, email, video conference, and on-site meetings when necessary.
- Support marketing efforts with account-based customer-focused marketing campaigns.
- Pro-actively engage in building, growing and sharing sales team best practices.
- Accurately capture and report all aspects of account and opportunity information within the SFDC platform.
- Utilize Salesforce.com to set daily activity and accurately forecast opportunity pipeline.
The technical skills you will demonstrate
Proven successful 5+ years of experience in a B2B sales role, ideally in a SaaS or subscription model. Focus on building and managing customer relationships.
Experience selling a technical product to a technical buyer.
- Proven expertise in account planning and prospecting, using various channels and tools for prospecting, such as Zoominfo, LinkedIn, calling and networking.
- Expertise in navigating and growing a pipeline in existing customer accounts and taking a deal from Lead Qualification to Closed Won.
- Familiarity in supporting and selling to large enterprise customers and managing and negotiating larger (>
100k USD) enterprise deals.
- Ability to drive the sales process effectively through phone calls, emails, and virtual and on-site meetings.
- Proficiency in communicating with executive-level contacts and delivering value messages based on the persona you are engaging with (bottom / up and top / down approach)
- Salesforce.com lover; you know it and can’t imagine sales without it.
- Customer-Centric focus; We Want Happy Customers.
- Written and spoken English at a professional level.
The soft skills you will demonstrate
- Solid communication and listening skills : handling objections and taking feedback and coaching.
- Team player interested in seeing the company goals achieved alongside the team and individual goals.
- Self-driven and proactive attitude
Nice to have
- Experience in a B2B sales role in a SaaS or subscription model.
- Experience in Software Development Tooling sales or experience selling into the Development side of IT.
- Experience with selling and closing deals internationally.
Why you will love it here
- We value a safe work culture - founded in respect, kindness, and the right to fail.
- We hire great people - we value communication skills as much as technical prowess and we strive to create a work environment that allows for everyone to succeed and feel empowered to do their best work.
Our 500+ SonarSourcers from 35 different nationalities can relate!
- Work-life balance - a healthy work-life balance is very important at Sonar.
- Flexible hours - we schedule our days in order to be effective at work, while also being able to enjoy life’s important moments.
- We promote continuous learning - in an ever-changing industry, learning new skills is the key to growth and success! We're happy to support all employees in this journey if desired.
Global Account Manager
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