What You Will Do Daily
- 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.
The Experience You Will Need
- Proven successful 5+ years of experience in a B2B sales role, ideally in a SaaS or subscription model.
- Focus on building and managing customer relationships.
- Experience selling a technical product to a technical buyer.
- Proven expertise in account planning and prospecting, using various channels and tools for prospecting, such as Zoominfo, LinkedIn, calling and networking.
- Expertise in navigating and growing a pipeline in existing customer accounts and taking a deal from Lead Qualification to Closed Won.
- Familiarity in supporting and selling to large enterprise customers and managing and negotiating enterprise deals.
- 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.
- Customer‑Centric focus; We Want Happy Customers.
- Written and spoken Italian and English at a professional level.
We value diversity, equity, and inclusion: At Sonar, we believe that our diversity is our strength. We are a global company that values and respects different backgrounds, perspectives, and cultures. We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are proud to be an equal opportunity employer and welcome all qualified applicants, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.
If you need any accommodation, please reach out to us at hiring@sonarsource.com.
All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date.
