Strategic Account Executive – Tola

Strategic Account Executive – Tola

Requirements

• A minimum of 5+ years of experience in quota-carrying sales, preferably in enterprise software, technology, or ideally, security solutions (Cloud/SaaS/On-premise).
• Proven track record of driving revenue growth through upselling, cross-selling, and closing high-value opportunities.
• Strong experience selling to enterprise-level clients, particularly those with annual revenues exceeding $1B.
• Exceptional ability to engage with and influence senior executives (C-suite, VP, Director-level) across multiple business functions (IT, security, operations, etc.).
• Proven success in building long-term relationships with customers, positioning yourself as a trusted advisor.
• Strong skills in prospecting, account planning, sales forecasting, and pipeline management.
• Experience using CRM systems (Salesforce preferred) to track sales activities and manage opportunities.
• Expertise in managing complex negotiations with multiple stakeholders and closing high-value opportunities.
• Solid understanding of the technology landscape, including cloud security, enterprise software, and related solutions.
• Ability to quickly gain proficiency in DigiCert’s product offerings and effectively communicate their value to customers.
• Bachelor’s degree required; advanced degrees (e.g., MBA) a plus.

Responsibilities

• Identify, prospect, and develop new business opportunities across multiple functional areas within targeted accounts.
• Build and maintain a healthy pipeline of both existing customers and new logo prospects.
• Leverage marketing-generated leads, as well as independent research, white space analysis and outreach to identify and drive high-value opportunities.
• Develop deep relationships with key decision-makers and buying personas within customer accounts, including C-suite executives, IT leaders, and business stakeholders.
• Understand their business processes, challenges, and goals, positioning our solutions to align with their strategic objectives. Drive customer engagement by providing value in every interaction.
• Use a consultative sales approach to understand and align customer business objectives with the company’s security solutions.
• Proactively drive the sales process by connecting business needs to technology solutions, demonstrating how our offerings provide measurable value in terms of ROI, security, and efficiency.
• Lead the sales process from lead qualification to deal closure.
• Prepare accurate forecasts and manage a sales funnel that supports your bookings target.
• Document activities and track opportunities in Salesforce to ensure visibility and accurate reporting.
• Ensure all steps of the sales cycle are executed efficiently and that key milestones are met on time.
• Lead and manage the negotiation process, including handling complex contract terms, multiple stakeholders, and a variety of sales scenarios.
• Drive deals to closure with a focus on achieving long-term value for both the customer and the company.
• Secure multi-year agreements and subscription-based services as part of the overall sales strategy.
• Collaborate with pre-sales, post-sales, technical teams, and leadership to ensure customer requirements are met throughout the sales process and beyond.
• Leverage internal resources and industry expertise to resolve challenges and drive successful outcomes.
• Gain and demonstrate a thorough understanding of DigiCert’s product suite and solutions, effectively positioning them in sales conversations.
• Stay informed about industry trends, competitor products, and customer needs to ensure that you are always offering relevant and up-to-date solutions.

Preferred Qualifications

• Advanced degrees (e.g., MBA) a plus.