Strategic Account Executive

Summary

Join DigiCert as a Strategic Account Executive and manage a territory of high-value customers and new prospects in the Bay Area. This key sales role involves driving revenue growth through upselling, cross-selling, and acquiring new business within enterprise accounts. You will collaborate with various teams to close deals, build customer relationships, and lead strategic initiatives. The ideal candidate possesses a strong background in selling infrastructure security solutions and experience navigating complex sales cycles. Success in this role requires engaging C-level executives and closing high-value opportunities. You will be responsible for managing the sales process from lead qualification to deal closure, ensuring customer success and achieving long-term value.

Requirements

• A minimum of 5+ years of experience in quota-carrying sales, preferably in enterprise software, technology, or ideally, security solutions (Cloud/SaaS/On-premise)
• Proven track record of driving revenue growth through upselling, cross-selling, and closing high-value opportunities
• Strong experience selling to enterprise-level clients, particularly those with annual revenues exceeding $1B
• Exceptional ability to engage with and influence senior executives (C-suite, VP, Director-level) across multiple business functions (IT, security, operations, etc.)
• Proven success in building long-term relationships with customers, positioning yourself as a trusted advisor
• Strong skills in prospecting, account planning, sales forecasting, and pipeline management
• Experience using CRM systems (Salesforce preferred) to track sales activities and manage opportunities
• Expertise in managing complex negotiations with multiple stakeholders and closing high-value opportunities
• Solid understanding of the technology landscape, including cloud security, enterprise software, and related solutions
• Ability to quickly gain proficiency in DigiCert’s product offerings and effectively communicate their value to customers
• Bachelor’s degree required; advanced degrees (e.g., MBA) a plus

Responsibilities

• Identify, prospect, and develop new business opportunities across multiple functional areas within targeted accounts
• Build and maintain a healthy pipeline of both existing customers and new logo prospects
• Leverage marketing-generated leads, as well as independent research, white space analysis and outreach to identify and drive high-value opportunities
• Develop deep relationships with key decision-makers and buying personas within customer accounts, including C-suite executives, IT leaders, and business stakeholders
• Understand their business processes, challenges, and goals, positioning our solutions to align with their strategic objectives. Drive customer engagement by providing value in every interaction
• Use a consultative sales approach to understand and align customer business objectives with the company’s security solutions
• Proactively drive the sales process by connecting business needs to technology solutions, demonstrating how our offerings provide measurable value in terms of ROI, security, and efficiency
• Lead the sales process from lead qualification to deal closure
• Prepare accurate forecasts and manage a sales funnel that supports your bookings target
• Document activities and track opportunities in Salesforce to ensure visibility and accurate reporting
• Ensure all steps of the sales cycle are executed efficiently and that key milestones are met on time
• Lead and manage the negotiation process, including handling complex contract terms, multiple stakeholders, and a variety of sales scenarios
• Drive deals to closure with a focus on achieving long-term value for both the customer and the company
• Secure multi-year agreements and subscription-based services as part of the overall sales strategy
• Collaborate with pre-sales, post-sales, technical teams, and leadership to ensure customer requirements are met throughout the sales process and beyond
• Leverage internal resources and industry expertise to resolve challenges and drive successful outcomes
• Gain and demonstrate a thorough understanding of DigiCert's product suite and solutions, effectively positioning them in sales conversations
• Stay informed about industry trends, competitor products, and customer needs to ensure that you are always offering relevant and up-to-date solutions

Preferred Qualifications

• Experience using consultative sales methodologies (e.g., MEDDIC, MEDDPICC) is a plus
• Experience in the digital trust/security space, especially related to encryption, identity management, authoritative DNS, DDoS mitigation or Appsec cloud security
• Familiarity with competitor products and an understanding of current market trends in the cybersecurity and enterprise software space

Benefits

• Generous time off policies
• Top shelf benefits
• Education, wellness and lifestyle support