Major/Enterprise Territory Manager
| Company | Sonar |
|---|---|
| Location | Austin, TX, USA |
| Salary | $Not Provided – $Not Provided |
| Type | Full-Time |
| Degrees | |
| Experience Level | Mid Level, Senior |
Requirements
- Proven track record of success with 3-5+ years of experience in a B2B sales role.
- 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.
- English spoken and written at a professional level.
Responsibilities
- 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.
Preferred Qualifications
- 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.