Enterprise Expansion Representative
vor 2 Monaten
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. Our 500+ SonarSourcers from 35 different nationalities can relate• 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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