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Sonatype is rapidly growing its operations in the US Federal market and seeking an experienced Federal Software Sales professional to contribute to a rapidly growing organization.
As a Federal Account Executive, you will be responsible for new ACV revenue generation within assigned Federal accounts to include new account acquisition and expansion. In addition, you will have ownership of the entire sales cycle, pipeline management, strategic account plans and customer relationships across your territory.
What youβll do
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 Sonatypeβs differentiated capabilities in competitive sales campaigns
Become an authority in positioning and presenting Sonatypeβs 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 Sonatypeβs 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 Sonatypeβs CRM system (Salesforce.com)
What you offer
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
Passion for solving customer problems with innovative technology
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
Growth mindset and team-player attitude that embraces a multifaceted high-performance and rapidly evolving environment
Ability to travel as needed
Things that we are proud of
2024 BuiltIn Best Places to Work:
European Enterprise Awards 2023:Β Sonatype has been namedΒ a winner of the European Enterprise Awards in the Best Enterprise SaaS Provider
Constellation AST Shortlist:Β Sonatype has been listed on theΒ Constellation ShortListβ’ for Application Security Testing for 2024
Data Breakthrough Awards:Β Sonatype was announced as a 2024 winner in the “Open Source Data Solution of the Year”
SD Times: Best in Show Security
Fast Company Best Workplaces for Innovators 2024
The Herd Top 100 Private Software Companies 2024
2023 Leader in Forrester-Wave for Software Compensation Analysis
2023 Gartner’s Magic Quadrant
Company Wellness Week – We shut down company operations for a week to enable all employees to spend time pursuing personal growth and enjoying much needed and deserved rest.
Diversity & Inclusion Working Groups
Parental Leave Policy
Paid Volunteer Time Off (VTO)
At Sonatype, we value diversity and inclusivity. We offer perks such as parental leave, diversity and inclusion working groups, and flexible working practices to allow our employees to show up as their whole selves. We are an equal-opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. If you have a disability or special need that requires accommodation, please do not hesitate to let us know.
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FAQ
What position is Sonatype hiring for?
Sonatype is hiring a remote Account Executive – Federal (Civilian and FSI) from πΊπΈ USA
What type of employment does Sonatype offer?
This is a
Full Time role.
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