About the position
Responsible for developing opportunities within existing and new accounts assigned in the territory, with the goal of turning as many opportunities into closed-won deals as possible. Collaborate with pre-sales and post-sales support resources throughout sales campaigns. Serves customers in a trusted advisor role by always keeping the customer’s best interests at the forefront. Being available to customers in a consultative capacity even during those times the customer is not in the market.
Responsibilities
- Prospecting for new business across multiple functional areas within the company, including leveraging leads provided by marketing, and maintain the appropriate pipeline coverage.
- Gain a deep understanding of the customer’s processes and problems. Ensure the right questions are being asked and answered. Bring unique value to every interaction. Develop relationships with multiple buying personas within the prospect account.
- Connect prospect’s business objectives (both functional and corporate) with DigiCert solutions. Deploy a customer-centric approach in understanding how DigiCert can do so.
- Lead enterprise agreements to close being proactive in all aspects of opportunity development. Prepare accurate forecast, building a funnel to cover bookings target, documenting activities in Salesforce and performing other tasks necessary to drive revenue and communicate activities to sales management.
- Develop and actively manage interactions within the customer buying cycle using standard processes. Handle different kinds of sales scenarios and negotiate in a manner that drives towards close. Gain buy-in from multiple stakeholders.
- Use a disciplined approach to effectively and efficiently involve pre-sales and post-sales support. Leverage industry expertise as needed.
- Be proficient with a working knowledge and understanding across all DigiCert products and solutions.
Requirements
- Minimum of 5 years of quota-carrying sales experience at a software/technology company.
- Track record of qualifying and closing consultative/service-led sales, particularly multi-year and subscription-based services.
- Exceptional ability to create and foster relationships across enterprise C-suite executives and build consensus among the buying team.
- Exceptional time and people management skills to marshal resources and advance opportunities.
- Well-versed in the data-analytics industry and strong knowledge of competitor products and capabilities.
- Bachelor’s degree or equivalent work experience.
Benefits
- Generous time off policies
- Top shelf benefits
- Education, wellness and lifestyle support
- Competitive benefits package for all full-time employees.
