Enterprise Territory Manager (North Central)

• Use your problem solving abilities and customer focus to evangelize the code quality management philosophy embraced by over 400,000 organizations
• Utilize your proven sales skills to highlight product value, drive adoptions, and significantly expand our customer base
• Engage with developers, decision-makers, and procurement in diverse industries and company sizes
• Seize this opportunity to directly influence the direction and processes of our Sales Team and organization as we grow
• This is your chance to drive sales success and impact our upward trajectory!
• Employ value based selling to generate new leads and opportunities within an assigned set of Enterprise accounts, representing our largest and most strategic prospects and customers at Sonar
• Build relationships with buyers and develop champions to land, and then expand our footprint across the organization by standardizing the use of Sonar
• Size and quote software licensing needs, negotiating and closing both new customers as well as upgrades to existing implementations
• Ensure continuous relationship management and successful renewal by providing proactive and strategic account management
• Conduct activities such as calls, emails, video/in person meetings and quarterly business reviews as needed
• Enable smooth customer onboarding and adoption throughout their entire journey with Sonar commercial products
• Work in both direct and indirect sales motions, partnering with channel managers and SDR’s to successfully multi-thread and maximize account penetration
• Support marketing efforts with account-based customer-focused marketing campaigns
• Proactively engage in building, growing and sharing sales team best practices
• Accurately capture and report all aspects of account and opportunity information in the CRM platform
• Utilize Salesforce 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

• Proven expertise in account planning and prospecting, using various channels and tools for prospecting, such as ZoomInfo, LinkedIn Navigator and 6sense
• Experience with selling and closing deals internationally
• Ability to drive the sales process effectively through phone calls, emails, and virtual and onsite meetings
• Self-driven and proactive attitude
• Proficiency in communicating with executive level contacts and delivering value based messages to sell with both a top down and bottoms up approach
• Salesforce.com lover - you know it and can’t imagine sales without it
• Experience selling a software development tool to the development side of IT (technical product to a technical buyer)
• Team player interested in seeing the company goals achieved alongside the team and individual goals
• Solid communication and listening skills: handling objections and taking feedback and coaching
• Significant experience hunting into Fortune 500 Companies, both landing new logos and growing an existing footprint
• Experience using MEDDPICCC or other similar sales methodologies
• Focus on building and managing customer relationships, with a view to maximizing customer retention
• Familiarity in supporting and selling to large enterprise prospects and customers and managing and negotiating larger (100K+) enterprise deals
• Experience in a B2B sales role in a SaaS or subscription model
• English spoken and written at a professional level
• Proven track record of success with 3-5+ years of experience in a B2B sales role with at least a 2 years selling a technical software product
• Ability to develop a business case and demonstrate ROI based on the persona you are engaging with
• Customer centric focus - we want happy customers