Principal Account Manager

Veracode • Chicago, IL

4d

About The Position

Looking for an innovative, high-growth, multi-award-winning company in one of the hottest segments of the security market? Look no further than Veracode! Veracode is a global leader in Application Risk Management for the AI era. Powered by trillions of lines of code scans and a proprietary AI-generated remediation engine, the Veracode platform is trusted by organizations worldwide to build and maintain secure software from code creation to cloud deployment. Learn more at www.veracode.com , on the Veracode blog , and on LinkedIn and Twitter . We're seeking a Principal Account Manager to own and drive additional revenue within existing Veracode customers. This high-impact role is ideal for someone with a strong sales acumen, a strategic mindset, and a passion for helping enterprise clients achieve their risk and security goals through innovative solutions. What you will be responsible for: Account Expansion: Identify and execute opportunities to grow existing enterprise accounts through upsells, cross-sells, and deeper platform adoption. Discovery & Value Alignment: Uncover customer needs through discovery, map them to our value proposition, and clearly articulate differentiated value. Sales Process Execution: Drive the full sales cycle within existing accounts using MEDDPICC methodology, including qualification, business case development, forecasting, and value-based negotiation. Relationship Management: Build and maintain trusted advisor relationships with key stakeholders across client organizations. Forecasting & Reporting: Deliver accurate and timely forecasts and account updates to sales leadership. Cross-Functional Collaboration: Partner with Customer Success, Product, and Marketing teams to ensure customer satisfaction and to influence the product roadmap based on client feedback.

Requirements

• Account Expansion : Identify and execute opportunities to grow existing enterprise accounts through upsells, cross-sells, and deeper platform adoption.
• Discovery & Value Alignment : Uncover customer needs through discovery, map them to our value proposition, and clearly articulate differentiated value.
• Sales Process Execution : Drive the full sales cycle within existing accounts using MEDDPICC methodology, including qualification, business case development, forecasting, and value-based negotiation.
• Relationship Management : Build and maintain trusted advisor relationships with key stakeholders across client organizations.
• Forecasting & Reporting : Deliver accurate and timely forecasts and account updates to sales leadership.
• Cross-Functional Collaboration : Partner with Customer Success, Product, and Marketing teams to ensure customer satisfaction and to influence the product roadmap based on client feedback

Responsibilities

• Account Expansion: Identify and execute opportunities to grow existing enterprise accounts through upsells, cross-sells, and deeper platform adoption.
• Discovery & Value Alignment: Uncover customer needs through discovery, map them to our value proposition, and clearly articulate differentiated value.
• Sales Process Execution: Drive the full sales cycle within existing accounts using MEDDPICC methodology, including qualification, business case development, forecasting, and value-based negotiation.
• Relationship Management: Build and maintain trusted advisor relationships with key stakeholders across client organizations.
• Forecasting & Reporting: Deliver accurate and timely forecasts and account updates to sales leadership.
• Cross-Functional Collaboration: Partner with Customer Success, Product, and Marketing teams to ensure customer satisfaction and to influence the product roadmap based on client feedback

Benefits

• Outstanding Medical, Dental, and Vision Coverage to meet all your healthcare needs.
• Wellness benefits to help you focus on what’s most important.
• “Take What You Need” time off policy.
• Extensive development and training offerings to help you grow your career at Veracode.
• Generous 401k match to help save for your future.
• Amazing community of professionals who take pride in what we do every day.

What This Job Offers

• Job Type: Full-time
• Career Level: Principal
• Education Level: No Education Listed
• Number of Employees: 501-1,000 employees