Nordics Major Account Manager (Swedish or Norwegian or English)
We're a leading, global security authority that's disrupting our own category. Our encryption is trusted by major ecommerce brands, the world's largest companies, major cloud providers, entire country financial systems, and even surgically embedded pacemakers. We help companies put trust - an abstract idea - to work. That's digital trust for the real world.
Job Summary
As Nordics Major Account Manager, you will manage an assigned territory consisting of existing customers and prospects, be responsible for driving up-sell and cross-sell initiatives within existing customers, and win new logo prospects. You will collaborate with sales development, pre-sales technical support, and executive resources throughout sales campaigns, with the goal of turning as many opportunities into closed-won deals as possible.
This is a remote position.
What you will do
* Prospecting Accounts – Prospect for new business across multiple functional areas within the company, leveraging leads provided by marketing, and maintain the appropriate pipeline coverage.
* Building Relationships – Gain a deep understanding of the customer’s processes and problems. Ensure the right questions are being asked and answered. Bring unique value to every interaction. Develop relationships with multiple buying personas within the prospect account.
* Articulating Value – Connect prospect’s business objectives (both functional and corporate) with DigiCert solutions. Deploy a customer-centric approach in understanding how DigiCert can do so.
* Driving Sales Execution – Lead enterprise agreements to close by being proactive in all aspects of opportunity development. Prepare accurate forecasts, build a funnel to cover bookings targets, document activities in Salesforce, and perform other tasks necessary to drive revenue and communicate activities to sales management.
* Closing Opportunities – Develop and actively manage interactions within the customer buying cycle using standard processes. Handle different kinds of sales scenarios and negotiate in a manner that drives towards close. Gain buy-in from multiple stakeholders.
* Effective Account Coordination – Use a disciplined approach to effectively and efficiently involve pre-sales and post-sales support. Leverage industry expertise as needed.
* Demonstrating DigiCert Proficiency – Be proficient with a working knowledge and understanding across all DigiCert products and solutions.
* Territory: Nordics
What you will have
* Professional proficiency in Swedish or Norwegian or English
* 5+ years of quota-carrying sales experience at a software/technology/cybersecurity company (strongly preferred)
* Track record of qualifying and closing consultative/service-led sales, particularly multi-year and subscription-based services
* Exceptional ability to create and foster relationships across enterprise C-suite executives and build consensus among the buying team
* Exceptional time and people management skills to marshal resources and advance opportunities
* Well-versed in the data-analytics industry and strong knowledge of competitor products and capabilities
* Experience with sales methodologies such as MEDDIC or MEDDPICC would be an advantage
* Bachelor’s degree or equivalent work experience
Benefits:
* Uncapped Commission
* Provident Fund
* Medical Aid + Gap Cover
* Employee Assistance Program
* Education Support Program
* Life Insurance
* Disability Insurance
Seniority level: Mid-Senior level
Employment type: Full-time
Job function: Sales and Business Development
Industries: Technology, Information and Internet
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