lever
Major Territory Manager
Sonarsource
Austin, USA
Full-time
Senior · 5+ years experience
Onsite
Discovered 1 weeks ago
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Key Skills for This Role
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- 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.
- 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 (>100kUSD) 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.
- Our culture and mission set us apart. We have a dynamic work culture that values respect and kindness and embraces the right to fail (and get right back up again!).
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