Principal Account Manager

Summary

Join Veracode, a leading Application Risk Management company, as a Principal Account Manager to drive revenue growth within existing enterprise accounts. This impactful role requires strong sales acumen, strategic thinking, and a passion for helping clients achieve their security goals. You will be responsible for account expansion through upsells and cross-sells, uncovering customer needs, and executing the full sales cycle using MEDDPICC methodology. Building strong relationships with key stakeholders and collaborating with cross-functional teams is crucial. Accurate forecasting and reporting are also essential. Veracode offers outstanding benefits, including comprehensive healthcare coverage, a flexible time-off policy, extensive development opportunities, and a generous 401k match.

Requirements

• Account Expansion : Identify and execute opportunities to grow existing enterprise accounts through upsells, cross-sells, and deeper platform adoption
• Discovery & Value Alignment : Uncover customer needs through discovery, map them to our value proposition, and clearly articulate differentiated value
• Sales Process Execution : Drive the full sales cycle within existing accounts using MEDDPICC methodology, including qualification, business case development, forecasting, and value-based negotiation
• Relationship Management : Build and maintain trusted advisor relationships with key stakeholders across client organizations
• Forecasting & Reporting : Deliver accurate and timely forecasts and account updates to sales leadership
• Cross-Functional Collaboration : Partner with Customer Success, Product, and Marketing teams to ensure customer satisfaction and to influence the product roadmap based on client feedback

Responsibilities

• Account Expansion: Identify and execute opportunities to grow existing enterprise accounts through upsells, cross-sells, and deeper platform adoption
• Discovery & Value Alignment: Uncover customer needs through discovery, map them to our value proposition, and clearly articulate differentiated value
• Sales Process Execution: Drive the full sales cycle within existing accounts using MEDDPICC methodology, including qualification, business case development, forecasting, and value-based negotiation
• Relationship Management: Build and maintain trusted advisor relationships with key stakeholders across client organizations
• Forecasting & Reporting: Deliver accurate and timely forecasts and account updates to sales leadership
• Cross-Functional Collaboration: Partner with Customer Success, Product, and Marketing teams to ensure customer satisfaction and to influence the product roadmap based on client feedback

Benefits

• Outstanding Medical, Dental, and Vision Coverage to meet all your healthcare needs
• Wellness benefits to help you focus on what’s most important
• ���Take What You Need” time off policy
• Extensive development and training offerings to help you grow your career at Veracode
• Generous 401k match to help save for your future
• Amazing community of professionals who take pride in what we do every day