Enterprise Territory Manager (Eastern Europe)

• 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

Benefits

• 401K Plan: Sonar US matches up to 4% of gross salary
• 90% healthcare premium coverage for employees, 60% for dependents
• EAP (Employee Assistance Program) Health Savings Accounts (HSA, FSA, DCFSA). Supplemental coverage is offered by EE’s expense
• Life and disability insurances fully paid by Sonar. Sonar covers 100% of Telemedicine for FTE whom are covered by Sonar medical
• Pet Insurance
• Hospital Indemnity, Accident, Critical Illness
• Time Off: 25 PTO days plus additional days based on seniority and circumstances
• Commuting: Public transport reimbursement of 60% for annual subscription
• Free parking space
• Pension: Sonar UK contributes 50% of the total costs, which amounts to 5% of your gross salary for saving. Employees contribute the other 5%
• Flexibility to work from home 2 days a week on Wednesdays and Fridays
• Time Off: 28 PTO days, plus additional days based on seniority and circumstances
• Health Insurance: Sonar covers 100% of the employee premiums for medical, dental, and EAP (Employee Assistance Program) plans through BUPA
• Commuting: we will reimburse 60% towards the cost of an annual public transport pass

• Customer-Centric focus; We Want Happy Customers
• Proven successful 5+ years of experience in a B2B sales role, ideally in a SaaS or subscription model
• 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
• Experience selling a technical product to a technical buyer
• Expertise in navigating and growing a pipeline in existing customer accounts and taking a deal from Lead Qualification to Closed Won
• Proven expertise in account planning and prospecting, using various channels and tools for prospecting, such as Zoominfo, LinkedIn, calling and networking
• Written and spoken English
• Familiarity in supporting and selling to large enterprise customers and managing and negotiating enterprise deals
• Focus on building and managing customer relationships
• Team player interested in seeing the company goals achieved alongside the team and individual goals
• Self-driven and proactive attitude
• Solid communication and listening skills: handling objections and taking feedback and coaching
• Experience in Software Development Tooling sales or experience selling into the Development side of IT
• Experience in a B2B sales role in a SaaS or subscription model
• Experience with selling and closing deals internationally