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Who we are
We're a leading, global security authority that's disrupting our own category. Our encryption is trusted by the major ecommerce brands, the world's largest companies, the major cloud providers, entire country financial systems, entire internets of things and even down to the little things like surgically embedded pacemakers. We help companies put trust - an abstract idea - to work. That's digital trust for the real world.
Job summary
Responsible for strategically developing and growing net-new business, while also expanding and deepening relationships with existing customers across assigned accounts and territories. Identify, pursue, and close new opportunities with a forward-thinking mindset focused on long-term account growth. Drive pipeline generation through outreach, networking, and on-site customer meetings, as well as by leveraging in-person and virtual interactions to build trusted relationships.
Regularly engage with customers in face-to-face settings—including on-site visits, business reviews, and solution workshops—to better understand customer needs, address challenges, and proactively identify areas for partnership and expansion. Act as a trusted advisor who prioritizes customers’ best interests, offering consultative support even outside active buying cycles.
Collaborate closely with pre-sales and post-sales teams throughout the sales campaign lifecycle to ensure a cohesive and responsive customer experience. Remain accessible and resourceful, helping customers realize business value and remain engaged with the company’s solutions.
What you will do
- Prospecting Accounts – Prospect for new business across multiple functional areas within the company, including 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 being proactive in all aspects of opportunity development. Prepare accurate forecast, building a funnel to cover bookings target, documenting activities in Salesforce and performing 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.
What you will have
- 5+ years of quota-carrying sales experience at a software/technology company.
- 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.
- Bachelor’s degree or equivalent work experience.
Benefits
- Generous time off policies
- Top shelf benefits
- Education, wellness and lifestyle support
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