Strategic Value Director

Sonatype is the software supply chain security company. We provide the world’s best end-to-end software supply chain security solution, combining the only proactive protection against malicious open source, the only enterprise grade SBOM management and the leading open source dependency management platform. This empowers enterprises to create and maintain secure, quality, and innovative software at scale.

As founders of Nexus Repository and stewards of Maven Central, the world’s largest repository of Java open-source software, we are software pioneers and our open source expertise is unmatched. We empower innovation with an unparalleled commitment to build faster, safer software and harness AI and data intelligence to mitigate risk, maximize efficiencies, and drive powerful software development.

More than 2,000 organizations, including 70% of the Fortune 100 and 15 million software developers, rely on Sonatype to optimize their software supply chains.

Sonatype is privileged to work with customers who view Sonatype as strategic to the quality, security, and speed of their software development lifecycle. Many of these customers are also considered strategic to Sonatype’s ongoing business success and growth. As such, Sonatype views these customers as “Strategic Accounts” who deserve access to strategically-oriented, highly experienced, and consultative subject matter experts focused on driving essential business value.

In this critical role, in addition to driving outcomes within a defined set of customers, you will be responsible for growing and defending these highest value customer relationships in a complex, competitive market. As the lead point of contact for your specific set of Strategic Accounts, you will be responsible and rewarded for achieving growth targets and driving the ongoing success of Sonatype’s footprint within each customer account. Of course, to ensure your success in the role, you will collaborate with a team of highly experienced and intensely customer-focused Customer Success Engineers, Solutions Delivery Engineers, Technical Support Engineers, etc., in addition to peers within our Product & Technology and Marketing organizations.

Responsibilities

• Delivering Continuous Strategic Customer Value
• Serve as a strategic Sonatype platform expert in the context of each customer’s software development lifecycle, partnering with customer executives, champions, influencers, and practitioners to maximize the value of deployed Sonatype solutions and drive greater value for customers and Sonatype alike by identifying and closing new growth opportunities.
• As the lead point of contact for a portfolio of strategic accounts, develop deep and wide strategic relationships with key personnel and executive
• In concert with your Customer Success partners, closely monitor usage, adoption, and health-oriented metrics to identify risks and opportunities in a timely manner. Serve as a voice of the customer, providing customer insights and feedback to internal teams to influence product roadmaps and service improvements.
• Prepare, deliver, and facilitate quarterly success reviews, executive business reviews, roadmap reviews, and product demonstrations as appropriate, to ensure Sonatype value and ROI are continuously realized and acknowledged by key influencers, champions, and executive stakeholders.
• Introduce and cultivate customer peer engagement and cross-pollination.

• Achieving Net Retention Targets:
• Cultivate and nurture a pipeline of new business opportunities within a defined set of Strategic accounts by executing expansion plays including: cross-sells, up-sells, and new division opportunities. Accurately forecasting closure, while negotiating favorable deal terms professionally and on time.
• Uncover and influence customer priorities, desired outcomes, and internal challenges at their root in concert with customer decision-makers and influencer stakeholders, to create, maintain, and coordinate the execution of comprehensive account plans (inclusive of org structure) focused on both customer value and achievement of Sonatype’s ARR growth and retention targets.
• Collaborate closely with cross-functional partners from Customer Success Engineering, Product Management, Product Marketing, and Solutions Delivery Engineering, to align and execute on a give-get account strategy.

Requirements

• Demonstrated subject matter expertise across the software development lifecycle, especially in DevOps and Cybersecurity
• Deep and practical understanding of version control, CI/CD tooling, artifact repository management, IDEs, code quality and testing, OSS governance and security, configuration management, containerization and orchestration, AI-code assist
• Years of success in the sale of technical solutions within the software development lifecycle
• Proven track record of successfully running the marathon that is the management and growth of strategic accounts with multi-million dollar annual recurring revenue
• Strong business acumen with the ability to understand and map solutions to customers\’ desired business outcomes
• Exceptional relationship building, communication, and negotiation skills with executive presence
• Collaborative team player with the ability to work cross-functionally with internal and external stakeholders
• Self-motivated with a bias for action, a drive for achieving ambitious goals, and the courage to be bold, but not reckless
• Strong analytical skills and experience using data to drive strategy and decision-making.

At Sonatype, we value diversity and inclusivity. We offer perks such as parental leave, diversity and inclusion working groups, and flexible working practices to allow our employees to show up as their whole selves. We are an equal-opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. If you have a disability or special need that requires accommodation, please do not hesitate to let us know.

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