Business Expansion Representative

vor 2 Monaten

Genf, Genf, Schweiz SonarSource Vollzeit
About the Role

We are seeking a highly skilled Enterprise Expansion Representative to join our team at SonarSource. As a key member of our sales team, you will be responsible for driving business growth and expansion within our existing customer base.

Key Responsibilities
  • Identify and pursue new business opportunities within assigned accounts, leveraging your expertise in upselling and cross-selling to exceed revenue targets.
  • Take ownership of your book of business, documenting buying criteria, processes, and next steps to ensure pipeline accuracy.
  • Establish and maintain minimum requirements with customers, including 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 to understand their needs and provide tailored solutions.
  • Support marketing efforts with account-based customer-focused marketing campaigns.
  • Proactively engage in building, growing, and sharing sales team best practices.
  • Capture and report all aspects of account and opportunity information within the SFDC platform.
  • Utilize tools to set daily activity and accurately forecast opportunity pipeline.
Requirements
  • 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.
  • 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 communication and negotiation.
  • Proficiency in communicating with executive-level contacts and delivering value messages.
  • Customer-Centric focus; We Want Happy Customers.
  • Written and spoken English at a professional level.
Preferred Qualifications
  • 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.
About SonarSource

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. Our 500+ SonarSourcers from 35 different nationalities can relate. 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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