Account Executive – Federal – Civilian and FSI
| Company | Sonatype |
|---|---|
| Location | Washington, DC, USA |
| Salary | $Not Provided – $Not Provided |
| Type | Full-Time |
| Degrees | |
| Experience Level | Mid Level, Senior |
Requirements
- 3+ years of experience and proven success in selling enterprise software to the US Federal government, ideally Civilian Agencies.
- Knowledge and experience selling software solutions related to the following: software development, software supply chain management, application security, open source software governance, code quality, DevOps, DevSecOps
- Validated history of building a Federal sales territory, hunting new accounts and winning business in competitive selling environments
- History of success selling directly to government agencies and through resellers and Federal systems integrators
- Outstanding written and verbal communication skills, executive polish and presence, and outstanding skills in delivering persuasive value-based sales presentations, leading productive meetings and writing with impact
- Ability to establish trust with senior-level decision makers and technical buyers in Software Development, Application Security and IT Operations environments
- Familiarity with federal procurement procedures and experience steering deals through complex government contracting processes
- Operational excellence in account planning, deal strategy, pipeline management and forecasting
- Ability to travel as needed
Responsibilities
- Consistently exceed quarterly sales goals by winning new accounts and growing existing accounts while achieving success for your customers
- Use a consultative value-based selling approach to discover customer/prospect business drivers and technical requirements, and align them to Sonatype’s differentiated capabilities in competitive sales campaigns
- Become an authority in positioning and presenting Sonatype’s outstanding value proposition in meetings, presentations, phone calls, emails and proposals
- Develop business relationships with prospects, customers and partners at both executive and practitioner level, to result in growing demand for Sonatype’s software products
- Continuously identify, qualify, develop and lead a robust sales opportunity pipeline
- Regular prospecting and continuous follow-up on all potential sales opportunities
- Develop and maintain strong internal collaboration with sales engineering, inside sales, marketing, customer success, sales operations and other teams
- Demonstrate command of your business through account/opportunity knowledge, quarterly business reviews, business plans, deal strategy and a focused approach to forecasting and pipeline management in Sonatype’s CRM system (Salesforce.com)
Preferred Qualifications
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No preferred qualifications provided.