Strategic Account Executive

🕒 vor 2 Tagen

🇺🇸 Vereinigte Staaten – Remote

⏰ Vollzeit

🟡 Mittelstufe

🟠 Senior

🧑‍💼 Vertriebsmitarbeiter

👻 Geisterscore 10%

Was es bedeutet: die Wahrscheinlichkeit, dass für diese Stelle niemand wirklich einstellt.So liest du es: 60 % oder höher heißt, wir halten das für einen Geisterjob. Niedrigere Werte sind weniger bedenklich.Wie wir werten: Dauer offen, Neuveröffentlichungen, offene Stellen vs Teamgröße, wie schnell Stellen geschlossen werden, und ob ein Gehalt angegeben ist.Hinweis: eine Schätzung aus öffentlichen Daten, kein Urteil über das Unternehmen. Echte Stellen können hoch punkten, nutze es also als Hinweis, nicht als Fakt.

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Sonatype

WebsiteLinkedInAlle Stellen

501 - 1000 Mitarbeiter

Gegründet 2008

🔒 Cybersecurity

☁️ SaaS

💰 €80.000.000 Private Equity Round im 2018-09

Cybersecurity • Software • SaaS

Sonatype ist ein führendes Unternehmen im Bereich der Software Composition Analysis (SCA) und des Software-Lieferkettenmanagements. Das Unternehmen bietet Lösungen zur Automatisierung der Sicherheit in der Software-Lieferkette, zum Aufbau zentralisierter Komponenten, zur Kontrolle von Open-Source-Risiken und zur Vereinfachung der Einhaltung der Software-Stückliste (SBOM). Sonatype bietet Werkzeuge wie Nexus Repository, Repository Firewall, Lifecycle und SBOM Manager, die Entwicklern helfen, qualitativ hochwertigen Code sicher zu liefern und Risiken durch Schwachstellen zu managen. Sonatype integriert sich in zahlreiche Tools und Sprachen, um Entwicklungs-, Sicherheits- und Betriebsteams bei der Sicherstellung sicherer Deployments zu unterstützen. Das Unternehmen ist bekannt für seine vollständigen Software-Lieferkettenlösungen, die künstliche Intelligenz nutzen, um bösartige Komponenten vorherzusagen und abzufangen und die Sicherheit in Branchen wie Finanzdienstleistungen und Technologie zu erhöhen.

Beschreibung

• Develop and execute an enterprise territory strategy across an assigned portfolio of US accounts • Own new-logo acquisition and build and convert a sustainable pipeline of high-value enterprise opportunities • Identify and prioritize strategic prospects based on enterprise size, software development complexity, security maturity, competitive landscape, and commercial potential • Build account plans covering organizational structures, executive stakeholders, buying committees, incumbent technology providers, and entry points • Generate self-sourced pipeline through outbound prospecting, executive engagement, account-based campaigns, and strategic networking • Establish relationships with CIOs, CTOs, CISOs, VP Engineering, DevSecOps, Platform Engineering, and Application Security leaders • Engage prospects before formal buying processes begin and help customers identify challenges and opportunities • Collaborate with Marketing, Sales Engineering, Channel, and executive leadership on account acquisition strategies • Position Sonatype's broader software supply chain platform through customer-specific business cases • Maintain discipline around pipeline coverage, qualification, deal progression, and forecasting • Identify incumbent technology accounts and develop competitive displacement strategies • Lead enterprise sales cycles involving technical evaluations, proofs of value, procurement, and executive decision-making • Build economic buyer relationships, financial/operational/security business cases, internal champions, and external champions • Apply MEDDPICC to qualification, decision criteria, competitive positioning, and mutual action plans • Navigate complex negotiations and commercial discussions • Position capabilities across Nexus Repository, Firewall, Lifecycle, and related solutions • Explain software supply chain intelligence, vulnerable-component identification, malicious-package prevention, and risk decision-making • Build relationships with regional channel partners, systems integrators, and enterprise solution providers • Collaborate with Sales Engineering on technical validation and proofs of value • Partner with Marketing on account-based campaigns and targeted outreach • Coordinate internal resources while retaining ownership of commercial outcomes • Share competitive intelligence, customer insights, and market feedback • Deliver against an annual new-business quota, circa $1.5–2 million in the first 12 months • Consistently originate and close new enterprise opportunities and establish a sustainable acquisition engine • Win competitive displacement opportunities and increase Sonatype's presence in major enterprises • Establish senior technology/security decision-maker relationships and create repeatable territory-development practices • Complete 30-, 60-, and 90-day territory, pipeline, and customer-acquisition milestones

🎯 Anforderungen

• Demonstrated success carrying and achieving substantial enterprise new-business quotas, ideally around $2 million annually or comparable commercial complexity • Consistent quota attainment and strong new-logo acquisition • Personally originating, developing, and closing complex enterprise opportunities • Ability to quantify pipeline creation, average contract values, competitive wins, and revenue performance • History of being among the strongest performers in a sales organization • Proven experience winning business against established technology providers • Strong negotiation, executive engagement, and commercial deal leadership skills • Experience developing a geographic or named-account territory through proactive outbound activity • Strong account prioritization, stakeholder mapping, and territory planning • Ability to generate self-sourced pipeline • Familiarity with cybersecurity, DevSecOps, application security, developer tooling, cloud infrastructure, or adjacent enterprise technology • Confidence engaging technical and executive stakeholders in complex buying environments • Ability to translate sophisticated technical capabilities into clear commercial value • Experience applying structured enterprise qualification methodologies such as MEDDPICC • Strong forecasting, opportunity management, and pipeline discipline • Ability to manage complex enterprise opportunities involving multiple stakeholders, technical evaluations, and procurement processes • President's Club, Pinnacle Club, or equivalent recognition particularly attractive • Preferred experience in software supply chain security, software composition analysis, application security, DevSecOps platforms, repository management, developer infrastructure, enterprise cybersecurity, cloud-native security, enterprise platform selling, competitive displacement, complex enterprise customers, channel partnerships, US West technology and enterprise ecosystem, or consumption-based/platform-led/land-and-expand models

🏖️ Vorteile

• Company Wellness Week with company operations shut down for a week, allowing employees to pursue personal growth and rest • Paid Volunteer Time Off (VTO) • Parental leave • Diversity and inclusion working groups • Flexible working practices • Equal-opportunity employer and disability accommodations

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