Enterprise AE

DigiCert

2d•$250,000 - $280,000•Remote

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. Success in the role requires building and maintaining a strong sales pipeline, leading complex sales engagements, coordinating cross-functional resources, accurately forecasting revenue, and consistently achieving quota targets.

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

Responsibilities

Prospect 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

Benefits

Competitive compensation and comprehensive health, dental, and vision coverage
Retirement savings programs with company matching (401(k) or RRSP)
Generous paid time off, including holidays, and vacation
Paid parental leave and family support benefits
Life and disability coverage
Flexible spending and health savings options (where applicable)
Health and wellness support, including gym reimbursement and wellness programs
Employee Assistance Program with 24/7confidential support for employees and families
Education assistance and professional development opportunities
Access to LinkedIn Learning and continuous learning resources
Employee referral bonus program and additional company perks and discounts
Internal rewards and recognition platform (Motivosity) to celebrate and acknowledge project wins, milestone achievements, and the outstanding contributions of our colleagues
Business travel insurance and global employee support programs