Major Account Manager

Summary

Join Sonar, a company with a dynamic culture and global presence, and contribute to building responsible and secure code. As a Sales Executive, you will leverage your problem-solving skills and customer focus to expand our customer base. You will generate leads, onboard customers, develop relationships, and negotiate deals. This role requires proven B2B sales experience, expertise in account planning, and proficiency in Salesforce. You will work with existing customers, focusing on upselling and cross-selling. The position offers opportunities to influence sales processes and contribute to the company's growth.

Requirements

• Proven successful 7+ 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
• Experience selling to the Middle East/MEA market
• 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
• 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

Responsibilities

• 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

Preferred Qualifications

• 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

Benefits

• 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!). We believe that the best idea wins and everyone has a voice
• We believe that great people make a great company. We value people skills as much as technical skills and strive to keep things friendly and laid-back while still being passionate leaders in our domains. Our 550+ SonarSourcers from 33 different nationalities can relate!
• We have a growth mindset. We love to learn and believe that continuous education is critical to our success. In an ever-changing industry, new skills are a must, and we're happy to help our team acquire them