Major Account Manager - Italy
Core
Generate new opportunities and lead strategic client engagements for SonarQube, focusing on upselling, cross-selling, and demonstrating compliance solutions (DORA, CRA, OWASP) to enterprise accounts in banking and retail.
Role type
Senior Major Account Manager (B2B SaaS)
Builds
Enterprise upgrades and expansion revenue for SonarQube platform
Domain
Software Development Lifecycle (SDLC) Security / Application Security / Compliance
Required skills
B2B SaaS sales, enterprise account management, complex sales cycle navigation, negotiation, account planning, strategic prospecting, pipeline management, Salesforce proficiency, knowledge of Secure DevOps, knowledge of DORA/CRA/OWASP standards
Preferred skills
Experience in hypergrowth environments, understanding of AI in code security
Technologies
SonarQube, Salesforce.com
Responsibilities
Generate new opportunities through upselling and cross-selling within a dedicated portfolio; Lead strategic client engagements including Quarterly Business Reviews; Develop deep relationships with technical and business champions; Size, quote, negotiate, and close enterprise-level upgrades; Collaborate with marketing to execute targeted campaigns; Maintain meticulous records of account activity and opportunity forecasting
Seniority
Senior, hands-on IC