sonarsource - Enterprise Territory Manager - Eastern Europe
Requirements
• Experience in a B2B sales role in a SaaS or subscription model. • Experience in Software Development Tooling sales or experience selling into the Development side of IT. • Experience with selling and closing deals internationally. • We embrace work-life balance. It is important to maintain a healthy work-life balance. This is why we have a flexible work policy that includes remote and in-office hybrid work (minimum three days a week in the office - Monday/Tuesday/Thursday). • We have a growth mindset. We love to learn and believe that continuous education is critical to our success. In an ever-changing industry, new skills are a must, and we're happy to help our team acquire them. • We prioritize Diversity, Equity, and Inclusion: • At Sonar, we are a global workforce and recognize the value of different backgrounds, and global cultures. • We are committed to creating a diverse work environment and are proud to be an equal-opportunity employer. All qualified applicants will be considered for employment without regard to race, colour, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. • All offers of employment at Sonar are contingent upon the clear results of a comprehensive background check conducted prior to the start date. • Please note that applications submitted through agencies or third-party recruiters will not be considered. • In-office culture • We're intentional about this. We believe the best teams are built in the room together. Three anchor days — Mondays, Tuesdays, and Thursdays — create the collaboration rhythm that makes a hub office worth having. • Candidates need to be genuinely based in the location the role is posted — if that's not where you are today, we're happy to support relocation for the right person. • We value diversity, equity, and inclusion
Responsibilities
• Generate new leads and opportunities within an assigned account set, representing our high-potential customer base at Sonar via upselling and cross-selling which enables you to exceed your revenue targets on a quarterly and yearly basis. • Take ownership of your book of business: document the buying criteria, the buying process, the next steps and owners, and ensure pipeline accuracy based on evidence. • Ensure that minimum requirements are established, managed and maintained with customers, such as quarterly business reviews. • Onboard customers throughout their entire journey with SonarSource commercial products. • Develop relationships with champions within existing customer accounts. • Size and quote customer software license needs. • Negotiate and close upgrades to existing implementations. • Interact with customers over phone, email, video conference, and on-site meetings when necessary. • Support marketing efforts with account-based customer-focused marketing campaigns. • Pro-actively engage in building, growing and sharing sales team best practices. • Accurately capture and report all aspects of account and opportunity information within the SFDC platform. • Utilize Salesforce.com to set daily activity and accurately forecast opportunity pipeline. • ## The hard skills you will demonstrate: • Proven successful 5+ years of experience in a B2B sales role, ideally in a SaaS or subscription model. • Focus on building and managing customer relationships. • Experience selling a technical product to a technical buyer. • Proven expertise in account planning and prospecting, using various channels and tools for prospecting, such as Zoominfo, LinkedIn, calling and networking. • Expertise in navigating and growing a pipeline in existing customer accounts and taking a deal from Lead Qualification to Closed Won. • Familiarity in supporting and selling to large enterprise customers and managing and negotiating enterprise deals. • Ability to drive the sales process effectively through phone calls, emails, and virtual and on-site meetings. • Proficiency in communicating with executive-level contacts and delivering value messages based on the persona you are engaging with (bottom/up and top/down approach). • Salesforce.com lover; you know it and can’t imagine sales without it. • Customer-Centric focus; We Want Happy Customers. • Written and spoken English • ## The soft skills you will demonstrate: • Solid communication and listening skills: handling objections and taking feedback and coaching. • Team player interested in seeing the company goals achieved alongside the team and individual goals. • Self-driven and proactive attitude. • Our culture and mission set us apart. We have a dynamic work culture that values respect and kindness – and embraces the right to fail (and get right back up again!). We believe that the best idea wins and everyone has a voice.
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