[Hiring] Enterprise Account Executive @Sonatype

Role Description

As this role focuses on Japan, Thailand, Vietnam and Philippines, we do look to those who have covered this territory previously. We do not offer support with Visa.

• Develop and successfully conclude sales opportunities for Sonatype's Nexus Repository, Nexus Firewall, Nexus Lifecycle, and Nexus Auditor product suite.
• Articulate Sonatype's value proposition effectively to increase sales and primarily expand the existing customer footprint within the designated region.
• Collaborate with supporting functions to efficiently upsell and cross-sell into the existing customer base and to acquire net new logos with an average net ACV (Annual Contract Value) of $50,000 or greater.
• Generate leads for Tier I and Tier II accounts through targeted account selling, proactive outbound cold calling, and diligent follow-up on marketing-generated and inbound leads.
• Achieve sales and activity targets outlined in the plan to ensure the successful initiation of the 100-day strategy.
• Manage and provide clear, comprehensive reports on the sales pipeline, including activity for sales opportunities, within Sonatype's CRM systems (Salesforce.com and Gong).
• Maintain rigorous control over accurate forecasting on a Q+3 basis.
• Create and execute a detailed territory plan focused on prospect development, proactive up- and cross-sell campaigns, and the increase of market penetration and sales growth within the assigned territory.
• Assume ownership of the territory as an autonomous 'business unit,' concentrating on direct sales to end-users across multiple market segments specifically in Japan.
• Engage and leverage partners to maximise revenue generation and account penetration.
• Actively collaborate with and provide leadership to a Sales Development Representative and a Pre-Sales Engineer to build pipeline and successfully close business.
• Demonstrate the willingness and ability to apply MEDDPICC and Challenger sales methodologies to sales execution.

Qualifications

• A minimum of five (5) years of quota-carrying sales experience in enterprise software sales within the assigned territory is required.
• Proven software sales experience within the Agile, DevSecOps, and/or Open Source domains.
• Formal training in software sales prospecting and a high degree of motivation for aggressively hunting new sales opportunities within existing accounts and professionally following up on leads.
• Demonstrated ability to construct regional territory account plans, cultivate new partnerships, and develop business relationships that contribute to new customer acquisition and sustained revenue growth.
• Must be a collaborative team member, comfortable operating within a rapidly evolving, high-growth, and dynamic environment.
• Exceptional interpersonal skills, persuasive personal presence, and strong presentation abilities are essential.
• Highly driven and ambitious for success, with a consistent and verifiable record of overachievement against targets.
• Experience and comprehensive understanding of the rapidly developing DevOps and/or Application Security market.
• Japanese language is required.

Benefits

• Company Wellness Week – We shut down company operations for a week to allow everyone to rest, recharge, and invest in personal growth.
• Diversity & Inclusion Working Groups
• Parental Leave Policy
• Paid Volunteer Time Off (VTO)

Company Description

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 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.