Enterprise AE

About the role

Responsible for developing opportunities within existing and new accounts assigned in the territory, with the goal of turning as many opportunities into closed-won deals as possible. Collaborate with pre-sales and post-sales support resources throughout sales campaigns. Serve customers in a trusted advisor role by always keeping the customer’s best interests at the forefront. Be available to customers in a consultative capacity even during those times the customer is not in the market.

Success in the role requires building and maintaining a strong sales pipeline, leading complex sales engagements, coordinating cross-functional resources, accurately forecasting revenue, and consistently achieving quota targets.

Responsibilities

• Prospect for new business across multiple functional areas within the company, including leveraging leads provided by marketing, and maintain the appropriate pipeline coverage
• 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
• Connect prospect’s business objectives (both functional and corporate) with DigiCert solutions; deploy a customer-centric approach in understanding how DigiCert can do so
• Lead enterprise agreements to close, being proactive in all aspects of opportunity development; prepare accurate forecasts, build a funnel to cover bookings target, document activities in Salesforce, and perform other tasks necessary to drive revenue and communicate activities to sales management
• 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
• Use a disciplined approach to effectively and efficiently involve pre-sales and post-sales support; leverage industry expertise as needed
• Be proficient with a working knowledge and understanding across all DigiCert products and solutions

Requirements

• 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

• Competitive compensation and comprehensive health, dental, and vision coverage
• Retirement savings programs with company matching (401(k) or RRSP)
• Generous paid time off, including holidays, and vacation
• Paid parental leave and family support benefits
• Life and disability coverage
• Flexible spending and health savings options (where applicable)
• Health and wellness support, including gym reimbursement and wellness programs
• Employee Assistance Program with 24/7 confidential support for employees and families
• Education assistance and professional development opportunities
• Access to LinkedIn Learning and continuous learning resources
• Employee referral bonus program and additional company perks and discounts
• Internal rewards and recognition platform (Motivosity) to celebrate and acknowledge project wins, milestone achievements, and the outstanding contributions of colleagues
• Business travel insurance and global employee support programs

Pay

Total on-target earnings (OTE): $250,000 USD - $280,000 USD

• Base Salary: $125,000 USD - $140,000 USD
• Incentive Compensation: $125,000 USD - $140,000 USD