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.
Description
Strategic Account Manager
Location: Bay Area - Candidates can be within a 1 hour flight of the Bay Area.
Who are we?
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, which includes 60 per cent of all Fortune 100 organizations. We are committed to moving forward with the unwavering dedication to the safety and security of our customers, and the applications that power our day-to-day lives.
What are we looking for?
Checkmarx is seeking a talented Strategic Account Manager to support our Sales activities. As a Strategic Account Manager for one of the most innovative and forward-thinking application security solution providers, you will fill a critical role by successfully managing, orchestrating, and sourcing accounts and prospects and have a significant impact on our revenue. In this role, you will manage multiple sales opportunities and strategic accounts in your assigned region as we grow our business in the US. This is a rare opportunity to showcase your skills, and your sales prowess and professionalism will be rewarded with uncapped earnings. We are looking for a self-motivated individual who is comfortable working in a fast-paced environment.
How will you make an impact?
In this role, you will identify, develop, and manage multiple sales opportunities and strategic accounts in your assigned region as we grow our business in West Cost
You will identify customers’ pain points and build solutions that address their business requirements.
- Solving customer’s business and technical problems leveraging a proven value selling methodology (example: MEDDIC)
- Develop comprehensive sales and business plans within the specific accounts
- Manage expectations through routine and thorough contact and communication with target markets
- Develop and employ engaging and penetrating discovery processes to flush out account opportunities
- Establish "trusted partner" relationship with target markets
- Solicit and accurately define account vision and technology expectation
- Coordinate/utilize internal resources to broaden and deepen account relationships
- Work with management to develop compelling proposals and contracts on a timely basis
- Develop deep personal expertise and understanding of company solutions
- Identify opportunities for new solutions or project approaches for each target account
- Identify and recommend effective solutions, processes, and techniques to accounts
- Stay current on industry trends and new or innovative approaches and incorporates them into solutions
- Prepare engaging account presentations to create demand and expand account penetration
- Maintain timely and accurate account documentation in Salesforce.com
- Participate in selected industry activities, organizations, and tradeshows as assigned
- Communicate account issues accurately and timely and ensure prompt resolution
- Follow up with accounts, formally and informally, to measure satisfaction level
- Demo and Close target Clients on appropriate solutions
Requirements
What is needed to succeed?
Required qualifications:
- Over 5 years of experience in direct and/or indirect sales
- Proven, successful track record of generating revenue and closing business (consistent track record; making presidents club)
- Vast Experience in MEDDIC/MEDDPIC selling methodology, revenue strategy, qualification process value pyramid etc.
- Significant technology aptitude and demonstrated competence in MS Office, CRM, and SFA tools
- Proficient with online applications such as SFDC, LinkedIn, ZOOM, TEAMS
- Experience selling security software a plus
- Relish the challenge of assisting clients in solving critical business challenges.
- Understand that Agile approaches are a way of life. Success and failures are mutually inclusive learning opportunities.
- Sales Hunter at heart. Forward-looking, honest, and pragmatic.
- Travel within the region is required as and when needed.
Additional advantage qualifications:
- Experience in sales for Software security or Developer Tooling is an advantage.
- Cyber security background
- Experience in working for a company before an IPO or Acquisition
What we have to offer
- Competitive salary
- Medical, dental, vision, 401(K), and additional incentives
- Culture of community and opportunity to work in a growing organization
- Room for career growth and professional development
- Training and educational opportunities
Checkmarx is an Affirmative Action and Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status, or other characteristics protected by law. Checkmarx will only employ those who are legally authorized to work in the United States for this opening