Description
Sonatype is the software supply chain management company. We're on a mission to change how the world innovates by making enterprise software development with open source and AI/ML easier and more secure. Sonatype created the software supply chain management category, is a pioneer in the open source community, and has a leadership position in the DevSecOps industry.
From running the world's largest repository of Java open source components (Maven Central), to inventing modern artifact management with Nexus Repository, and to introducing the world’s only solution that stops malicious open-source malware in its tracks, we're constantly innovating and serving thousands of organizations and over 15 million developers around the world.
We have lofty goals for our technology and intelligence to power all software engineering and security teams. And, we need you to do that.Join us!
About the Team:
Sonatype is rapidly growing its operations in the US Federal market and seeking an experienced Federal Software Sales professional to contribute to a rapidly growing organization.
As a Federal Regional Account Manager, you will be responsible for new ACV revenue generation within assigned Federal accounts to include new account acquisition and expansion. In addition, you will have ownership of the entire sales cycle, pipeline management, strategic account plans and customer relationships across your territory.
About the Team:
Sonatype is rapidly growing its operations in the US Federal market and seeking an experienced Federal Software Sales professional to contribute to a rapidly growing organization.
As a Federal Regional Account Manager, you will be responsible for new ACV revenue generation within assigned Federal accounts to include new account acquisition and expansion. In addition, you will have ownership of the entire sales cycle, pipeline management, strategic account plans and customer relationships across your territory.
What you’ll do:
Consistently exceed quarterly sales goals by winning new accounts and growing existing accounts while achieving success for your customersUse a consultative value-based selling approach to discover customer/prospect business drivers and technical requirements, and align them to Sonatype’s differentiated capabilities in competitive sales campaignsBecome an authority in positioning and presenting Sonatype’s outstanding value proposition in meetings, presentations, phone calls, emails and proposalsDevelop business relationships with prospects, customers and partners at both executive and practitioner level, to result in growing demand for Sonatype’s software productsContinuously identify, qualify, develop and lead a robust sales opportunity pipelineRegular prospecting and continuous follow-up on all potential sales opportunitiesDevelop and maintain strong internal collaboration with sales engineering, inside sales, marketing, customer success, sales operations and other teamsDemonstrate command of your business through account/opportunity knowledge, quarterly business reviews, business plans, deal strategy and a focused approach to forecasting and pipeline management in Sonatype’s CRM system (Salesforce.com)
What you offer:
8+ years of experience and proven success in selling enterprise software to the US Federal government, ideally Civilian Agencies.Knowledge and experience selling software solutions related to the following: software development, software supply chain management, application security, open source software governance, code quality, DevOps, DevSecOpsValidated history of building a Federal sales territory, hunting new accounts and winning business in competitive selling environmentsHistory of success selling directly to government agencies and through resellers and Federal systems integratorsPassion for solving customer problems with innovative technologyOutstanding written and verbal communication skills, executive polish and presence, and outstanding skills in delivering persuasive value-based sales presentations, leading productive meetings and writing with impactAbility to establish trust with senior-level decision makers and technical buyers in Software Development, Application Security and IT Operations environmentsFamiliarity with federal procurement procedures and experience steering deals through complex government contracting processesOperational excellence in account planning, deal strategy, pipeline management and forecastingGrowth mindset and team-player attitude that embraces a multifaceted high-performance and rapidly evolving environmentAbility to travel as needed
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At Sonatype, we value diversity and inclusivity. We offer perks such as parental leave, diversity and inclusion working groups, and flexible working practices to allow our employees to show up as their whole selves. We are an equal-opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. If you have a disability or special need that requires accommodation, please do not hesitate to let us know.
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