Major Territory Manager (West)

• 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!
• Generate new leads and opportunities within an assigned account set, representing our largest and most strategic existing customer base at Sonar via upselling and cross-selling
• 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

• Proven successful 5+ years of experience in a B2B sales role, ideally in a SaaS or subscription model
• Expertise in navigating and growing a pipeline in existing customer accounts and taking a deal from Lead Qualification to Closed Won
• Customer-Centric focus; We Want Happy Customers
• Familiarity in supporting and selling to large enterprise customers and managing and negotiating larger (>100kUSD) enterprise deals
• Salesforce.com lover; you know it and can’t imagine sales without it
• Proven expertise in account planning and prospecting, using various channels and tools for prospecting, such as Zoominfo, LinkedIn, calling and networking
• 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)
• Experience selling a technical product to a technical buyer
• Focus on building and managing customer relationships
• Written and spoken English at a professional level
• Ability to drive the sales process effectively through phone calls, emails, and virtual and on-site meetings