Strategic Account Executive, EMEA
S
SonatypeSoftware supply chain security
UK - RemoteFull-TimeMiddle
Salary not disclosed
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Job Details
- Required Skills
- Cybersecurity
Requirements
- Demonstrated success carrying and achieving substantial enterprise new-business quotas, ideally around $2 million annually or at a comparable level of commercial complexity.
- Consistent quota attainment and a track record of acquiring new enterprise customers.
- Evidence of personally originating, developing, and closing complex enterprise opportunities.
- Ability to quantify pipeline creation, average contract values, competitive wins, and revenue performance.
- Experience winning business against established technology providers and developing differentiated competitive strategies.
- Experience developing a geographic or named-account territory through proactive outbound activity and self-generated pipeline.
- Strong account prioritization, stakeholder mapping, territory planning, negotiation, and executive engagement skills.
- Familiarity with cybersecurity, DevSecOps, application security, developer tooling, cloud infrastructure, or adjacent enterprise technology.
- Ability to translate technical capabilities into commercial value and engage technical and executive stakeholders.
- Experience with structured enterprise qualification methods such as MEDDPICC, forecasting, and complex opportunity management.
- President's Club, Pinnacle Club, or equivalent performance recognition is particularly attractive.
Responsibilities
- Develop and execute an enterprise territory strategy across prospect accounts.
- Build and convert a sustainable pipeline of high-value new-logo opportunities through proactive outbound prospecting and account-based campaigns.
- Prioritize strategic prospects and create account plans covering stakeholders, buying committees, incumbent providers, and entry points.
- Build relationships with technology and security executives, including CIOs, CTOs, CISOs, and engineering leaders.
- Develop competitive displacement strategies and lead complex sales cycles, including technical evaluations, proofs of value, procurement, and executive decisions.
- Create customer-specific business cases that translate technical capabilities into measurable business outcomes.
- Apply structured enterprise sales methodologies such as MEDDPICC and maintain opportunity qualification, forecasting, and pipeline discipline.
- Collaborate with Sales Engineering, Marketing, Channel partners, systems integrators, and executive leadership while owning the commercial outcome.
- Deliver against an annual new-business quota and acquire enterprise customers.
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