Enterprise Territory Manager - Eastern Europe

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

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.