Major Account Executive

Summary

Join DigiCert as a Major Account Executive and manage existing and prospective customers in Italy, driving up-sell, cross-sell, and new logo acquisition. Collaborate with sales development, pre-sales, and executive teams to close deals. This remote position requires prospecting new business, building strong customer relationships, articulating DigiCert's value proposition, and leading enterprise agreements to closure. You will need to effectively coordinate accounts, demonstrate DigiCert product proficiency, and manage the customer buying cycle. The role demands strong sales execution and negotiation skills to achieve revenue targets.

Requirements

• Professional working proficiency in Italian & English (essential)
• 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
• 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

Preferred Qualifications

• 5+ years of quota-carrying sales experience at a software/technology/cybersecurity company (strongly preferred)
• Well-versed in the data-analytics industry and strong knowledge of competitor products and capabilities
• Experience of sales methodologies such as MEDDIC or MEDDPICC would be an advantage

Benefits

This is a remote position