Strategic Account Manager - Federal

Checkmarx•Washington, DC

40d

About The Position

Checkmarx is the leader in application security and ensures that enterprises worldwide can secure their application development from code to cloud. Our consolidated platform and services address the needs of enterprises by improving security and reducing TCO, while simultaneously building trust between AppSec, developers, and CISOs. At Checkmarx, we believe it’s not just about finding risk, but remediating it across the entire application footprint and software supply chain with one seamless process for all relevant stakeholders. We are honored to serve more than 1,800 customers, which includes 40 percent of all Fortune 100 companies including Siemens, Airbus, SalesForce, Stellantis, Adidas, Wal-Mart and Sanofi. About the Role Checkmarx is seeking a Strategic Account Manager to drive growth across Federal Civilian Agencies. As a key member of our sales team, you’ll manage and expand strategic accounts, develop new business, and represent one of the most innovative leaders in Application Security.

Requirements

Proven track record of success selling Subscription, SaaS, and Cloud solutions to Federal Civilian Agencies and Federal System Integrators
Strong understanding and application of MEDDIC / MEDDPICC for opportunity qualification and deal management
Experience selling SaaS-based security or software security solutions
Demonstrated executive presence, professionalism, and excellent listening and communication skills
A true sales hunter with a proactive, results-driven mindset
High level of technical aptitude with proficiency in Microsoft Office, CRM, and Sales Force Automation (SFA) tools
Bachelor’s degree required
Willingness to travel as needed, primarily within the U.S.

Nice To Haves

Experience working in startup or international environments is a plus

Responsibilities

Develop and execute comprehensive sales and business plans for assigned accounts
Build and maintain strong, ongoing communication and relationships with target customers to manage expectations and drive engagement
Conduct strategic discovery sessions to uncover business needs, challenges, and growth opportunities
Establish and nurture trusted-partner relationships with key stakeholders across customer organizations
Understand and articulate each account’s vision, goals, and technology roadmap
Land, expand, and deepen customer relationships through effective account planning and execution
Manage and orchestrate complex sales cycles involving diverse business and technical stakeholders
Explore the full spectrum of business opportunities and relationships across the client’s organization
Leverage channel partners to identify, develop, and pursue new opportunities
Provide timely feedback and insights to internal teams to inform product, marketing, and strategy initiatives
Collaborate with cross-functional teams to broaden and strengthen account relationships
Partner with management to develop compelling proposals, pricing, and contracts
Build deep expertise in company solutions and effectively position their value to customers
Identify and recommend new solution opportunities or innovative approaches within target accounts
Stay current on industry trends, technologies, and competitive developments, and apply insights to customer engagements
Deliver engaging presentations and demonstrations that drive interest and expand account penetration
Maintain accurate and up-to-date account information and activity records in Salesforce
Represent the company at industry events, conferences, and trade shows as needed
Communicate account issues promptly and ensure timely resolution to maintain customer satisfaction
Regularly follow up with customers to measure satisfaction and identify upsell or cross-sell opportunities
Demo and close target clients on appropriate solutions to achieve or exceed sales goals