Enterprise Territory Manager - North Central

What you will do

• Employ value based selling to generate new leads and opportunities within an assigned set of Enterprise accounts representing our largest and most strategic prospects and customers at Sonar.
• Build relationships with buyers and develop champions to land and then expand our footprint across the organization by standardizing the use of Sonar.
• Size and quote software licensing needs negotiating and closing both new customers as well as upgrades to existing implementations.
• Ensure continuous relationship management and successful renewal by providing proactive and strategic account management.
• Conduct activities such as calls emails video/in person meetings and quarterly business reviews as needed.
• Enable smooth customer onboarding and adoption throughout their entire journey with Sonar commercial products.
• Work in both direct and indirect sales motions partnering with channel managers and SDR’s to successfully multi-thread and maximize account penetration.
• Support marketing efforts with account-based customer-focused marketing campaigns.
• Proactively engage in building growing and sharing sales team best practices.
• Accurately capture and report all aspects of account and opportunity information in the CRM platform.
• Utilize Salesforce to set daily activity and accurately forecast opportunity pipeline.

Experience and qualifications

• Proven track record of success with 3-5+ years of experience in a B2B sales role with at least a 2 years selling a technical software product.
• Significant experience hunting into Fortune 500 Companies both landing new logos and growing an existing footprint. 
• Familiarity in supporting and selling to large enterprise prospects and customers and managing and negotiating larger (100K+) enterprise deals.
• Proficiency in communicating with executive level contacts and delivering value based messages to sell with both a top down and bottoms up approach.
• Ability to develop a business case and demonstrate ROI based on the persona you are engaging with.
• Ability to drive the sales process effectively through phone calls emails and virtual and onsite meetings.
• Proven expertise in account planning and prospecting using various channels and tools for prospecting such as ZoomInfo LinkedIn Navigator and 6sense. 
• Focus on building and managing customer relationships with a view to maximizing customer retention.
• Experience using MEDDPICCC or other similar sales methodologies.
• Salesforce.com lover - you know it and can’t imagine sales without it.
• Customer centric focus - we want happy customers.
• Experience in a B2B sales role in a SaaS or subscription model.
• Experience selling a software development tool to the development side of IT (technical product to a technical buyer).
• Experience with selling and closing deals internationally.
• Solid communication and listening skills: handling objections and taking feedback and coaching.
• Team player interested in seeing the company goals achieved alongside the team and individual goals.
• Self-driven and proactive attitude.
• English spoken and written at a professional level.

Additional comments

This role is based in Austin TX. We are unable to consider candidates unwilling to be in Austin but we are willing to relocate the right candidate.

 

Benefits

• Flexible comprehensive employee benefit package.

• We encourage usage of our robust time-off allocations. You will receive 25 days of PTO per calendar year (on a pro-rated basis depending on your employment start date) with additional time provided for sickness life events and holidays.

• We offer an exciting 401(k) plan that has a 4% match fully vested on day one of participation.

• Fully paid parking in the heart of downtown Austin Texas.

• Global workforce with employees in 20+ countries representing 35+ unique nationalities.

• We have an annual kick-off somewhere in the world where we meet to build relationships and goals for the company.

• Monthly catered events and team events

What We Do

Sonar provides the essential verification layer for the AI-driven development era ensuring all code—whether human-written or AI-generated—is code you can trust.Today AI coding tools are generating explosive volumes of code. This has created an "engineering productivity paradox" : faster code writing doesn't automatically lead to faster safer software delivery. The new bottleneck is verification.Sonar solves this. Integrating code quality and code security into a single platform (SonarQube) Sonar is the foundation for high performance software engineering analyzing over 750 billion lines of code daily to ensure applications are secure reliable and maintainable. As an independent verification platform Sonar enables organizations to securely develop at the speed of AI. We are driven by a deep belief in our people a commitment to excellence and an unwavering dedication to delivery. We operate as a united group where our collective success is the sum of each individual's contributions. Our company culture is driven by the values of CODE: Committed Obsessed Deliberate & Effective. This mindset reflects our culture of creativity collaboration and pride in the work we do. Rooted in the open source community Sonar’s solutions support over 35 programming languages frameworks and infrastructure technologies. Today Sonar is used by 7M+ developers worldwide including ServiceNow Booking.com Deutsche Bank AstraZeneca and Ford Motor Company.Sonar is headquartered in Geneva Switzerland with additional offices in Austin Texas; Bochum Germany; London Singapore and Tokyo. The company is rapidly growing with over 800 employees!Join us in our mission to solve the trillion-dollar challenge of bad code!

Why Work With Us

We are a product-first company with a people-first culture. Every employee has the opportunity to grow and learn. We promote from within provide regular feedback and professional development opportunities value the right to fail along with respect and kindness and work with team members to achieve their full potential.

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