Strategic Account Executive, EMEA (100% hunting role)
Core
Enterprise Account Executive focused on 100% new-logo acquisition and competitive displacement in the software supply chain security market.
Role type
Senior Enterprise Account Executive (Hunter)
Builds
New business pipeline and revenue for Sonatype's Nexus One platform (software supply chain security, repository management, application security).
Domain
Cybersecurity, DevSecOps, Software Supply Chain, Open Source Security.
Required skills
Enterprise sales, new business acquisition, competitive displacement, MEDDPICC methodology, executive stakeholder management, strategic account planning, outbound prospecting, complex deal execution.
Preferred skills
President's Club or Pinnacle Club recognition, experience in complex competitive technology markets, deep knowledge of JFrog, Snyk, Black Duck, Mend, GitHub, GitLab, Checkmarx, Veracode.
Technologies
Nexus Repository, Nexus Firewall, Nexus Lifecycle, Maven Central.
Responsibilities
Develop and execute enterprise territory strategy, identify and prioritize strategic prospects, build sophisticated account plans, generate self-sourced pipeline, establish relationships with CIOs/CTOs/CISOs, lead enterprise sales cycles, navigate complex negotiations, position platform capabilities against incumbents.
Seniority
Senior, high-performing IC