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Account Executive, Federal (Civilian and FSI) id-6293

Sonatype is the software supply chain security company. We provide the world's best end-to-end software supply chain security solution, combining the only proactive protection against malicious open source, the only enterprise grade SBOM management and the leading open source dependency management platform. This empowers enterprises to create and maintain secure, quality, and innovative software at scale.

As founders of Nexus Repository and stewards of Maven Central, the world's largest repository of Java open-source software, we are software pioneers and our open source expertise is unmatched. We empower innovation with an unparalleled commitment to build faster, safer software and harness AI and data intelligence to mitigate risk, maximize efficiencies, and drive powerful software development.

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About the Team:
Sonatype is rapidly growing its operations in the US Federal market and seeking an experienced Federal Software Sales professional to contribute to a rapidly growing organization.
As a Federal Account Executive, you will be responsible for new ACV revenue generation within assigned Federal accounts to include new account acquisition and expansion. In addition, you will have ownership of the entire sales cycle, pipeline management, strategic account plans and customer relationships across your territory.
What you'll do:
    • Consistently exceed quarterly sales goals by winning new accounts and growing existing accounts while achieving success for your customers
    • Use a consultative value-based selling approach to discover customer/prospect business drivers and technical requirements, and align them to Sonatype's differentiated capabilities in competitive sales campaigns
    • Become an authority in positioning and presenting Sonatype's outstanding value proposition in meetings, presentations, phone calls, emails and proposals
    • Develop business relationships with prospects, customers and partners at both executive and practitioner level, to result in growing demand for Sonatype's software products
    • Continuously identify, qualify, develop and lead a robust sales opportunity pipeline
    • Regular prospecting and continuous follow-up on all potential sales opportunities
    • Develop and maintain strong internal collaboration with sales engineering, inside sales, marketing, customer success, sales operations and other teams
    • Demonstrate command of your business through account/opportunity knowledge, quarterly business reviews, business plans, deal strategy and a focused approach to forecasting and pipeline management in Sonatype's CRM system (Salesforce.com)
What you offer:
    • 3+ years of experience and proven success in selling enterprise software to the US Federal government, ideally Civilian Agencies.
    • Knowledge and experience selling software solutions related to the following: software development, software supply chain management, application security, open source software governance, code quality, DevOps, DevSecOps
    • Validated history of building a Federal sales territory, hunting new accounts and winning business in competitive selling environments
    • History of success selling directly to government agencies and through resellers and Federal systems integrators
    • Passion for solving customer problems with innovative technology
    • Outstanding written and verbal communication skills, executive polish and presence, and outstanding skills in delivering persuasive value-based sales presentations, leading productive meetings and writing with impact
    • Ability to establish trust with senior-level decision makers and technical buyers in Software Development, Application Security and IT Operations environments
    • Familiarity with federal procurement procedures and experience steering deals through complex government contracting processes
    • Operational excellence in account planning, deal strategy, pipeline management and forecasting
    • Growth mindset and team-player attitude that embraces a multifaceted high-performance and rapidly evolving environment
    • Ability to travel as needed
Things that we are proud of
    • 2024 BuiltIn Best Places to Work: 
    • European Enterprise Awards 2023: Sonatype has been named a winner of the European Enterprise Awards in the Best Enterprise SaaS Provider
    • Constellation AST Shortlist: Sonatype has been listed on the Constellation ShortList for Application Security Testing for 2024
    • Data Breakthrough Awards: Sonatype was announced as a 2024 winner in the "Open Source Data Solution of the Year"
    • SD Times: Best in Show Security
    • Fast Company Best Workplaces for Innovators 2024
    • The Herd Top 100 Private Software Companies 2024
    • 2023 Leader in Forrester-Wave for Software Compensation Analysis
    • 2023 Gartner's Magic Quadrant
    • Company Wellness Week - We shut down company operations for a week to enable all employees to spend time pursuing personal growth and enjoying much needed and deserved rest. 
    • Diversity & Inclusion Working Groups
    • Parental Leave Policy
    • Paid Volunteer Time Off (VTO)
#LI-HP1

At Sonatype, we value diversity and inclusivity. We offer perks such as parental leave, diversity and inclusion working groups, and flexible working practices to allow our employees to show up as their whole selves. We are an equal-opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. If you have a disability or special need that requires accommodation, please do not hesitate to let us know.
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