Enterprise Expansion Representative

Vor 2 Tagen

Genf, Schweiz TN Switzerland Vollzeit

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Enterprise Expansion Representative - EMEA & APJ, GenevaClient:

SonarSource

Location:Job Category:

Other

Job Reference:

4cbeb182cd0f

Job Views:

10

Posted:

21.01.2025

Expiry Date:

07.03.2025

Job Description:

On a daily basis, you will

  • 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 at a professional level.

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.

Nice to have

  • 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.
  • German and/or Arabic language.

Why you will love it here

  • We value a safe work culture - founded in respect, kindness, and the right to fail.
  • We hire great people - we value communication skills as much as technical prowess and we strive to create a work environment that allows for everyone to succeed and feel empowered to do their best work.
  • Work-life balance - a healthy work-life balance is very important at Sonar.
  • Flexible hours - we schedule our days in order to be effective at work, while also being able to enjoy life’s important moments.
  • We promote continuous learning - in an ever-changing industry, learning new skills is the key to growth and success We're happy to support all employees in this journey if desired.
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