Enterprise Account Manager

Checkmarx

Chicago, IL

Full Time

Senior

16 days ago

Job Description

About the Role

Checkmarx is the enterprise application security leader and the host of Checkmarx One™ — the industry-leading cloud-native AppSec platform that helps enterprises build #DevSecTrust. Powered by the intelligence from our industry-leading AppSec security research team, and our AI-driven technology and services, our platform is designed to enable CISOs, AppSec and development leaders to prioritize their teams' focus on what impacts their business. Our offerings secure every phase of development for every application, from the very first line of code through production, while simultaneously balancing the dynamic needs of security and development teams. We are honored to serve more than 1,800 customers, including 60 percent of all Fortune 100 organizations, and are committed to the safety and security of our customers and their applications.

Key Responsibilities

Leverage and utilize proven value selling methodologies within a defined sales process
Develop expertise and understanding of the industry and company solutions
Uncover opportunities and build a sales pipeline that supports the territories sales goals
Develop territory plan, account plans, and pipeline generation plan to support revenue growth targets and allocate time and other resources efficiently, according to the plans
Manage the entire sales process from first call to booking signed paperwork
Conduct discovery to determine desired business outcome and technical requirements to qualify opportunities
Lead internal resources (Sales Engineers, Customer Success, Professional Services, Executive Leadership) against account plans to achieve account and sales goals
Develop compelling proposals and pricing strategies that address business outcomes and technical capabilities
Maintain timely and accurate account documentation in Salesforce
Produce and maintain accurate sales forecast (qualified by MEDDPICC)

Requirements

Bachelor's Degree or related experience
At least 5 years of experience in direct software sales to large enterprise customers, within a defined territory
Successful track record of quota attainment
Demonstrated competence in use of sales productivity technologies MS Office / Teams, CRM, SFDC, LinkedIn, ZOOM, Sharepoint
Experience selling DevOps / DevSecOps software / solutions a plus
Experience in startup and international companies a plus