Commercial Account Manager

Who are we?

Checkmarx is the leader in application security and ensures that enterprises worldwide can secure their application development from code to cloud. Our consolidated platform and services address the needs of enterprises by improving security and reducing TCO, while simultaneously building trust between AppSec, developers, and CISOs. At Checkmarx, we believe it’s not just about finding risk, but remediating it across the entire application footprint and software supply chain with one seamless process for all relevant stakeholders. 

We are honored to serve more than 1,800 customers, which includes 40 percent of all Fortune 100 companies including Siemens, Airbus, SalesForce, Stellantis, Adidas, Wal-Mart and Sanofi.

What are we looking for?

At Checkmarx we are looking for a self-starting, ambitious Commercial Account Manager to develop, manage and grow relationships with our existing customers. The Sales Position focuses on protecting and expanding Checkmarx’s solution footprint with the existing customer base.

The ideal candidate will have sales and relationship management experience in solution selling combined with a passion for learning about Checkmark’s platform, competitive advantages, and building strong connections with our customers.

You will leverage your customer management, business, and sales acumen to ensure you achieve the required renewal & expansion targets for your book of business. You will have experience in negotiating software licenses, a consultative approach to working with C-levels & procurement, and a passion for customer advocacy.

How will you make an impact?

We bring security expertise, innovation, and multiple products to the table – pull up a seat and join this growing team of experienced and passionate individuals.

Members of this team at Checkmarx are highly motivated, skilled communicators, who strive to understand client needs and create paths for customers to achieve their business objectives and goals.

Responsibilities

• Meet annuity (renewal) revenue & expansion targets for the territory
• The objective involves working with Clients, CSMs/TAMs, extended Sales, Tech & Services team, marketing team, senior Checkmarx executives, and business partners to affect inorganic growth through force multi-pliers; delivering expansion of install base by leading with creative solutions and early engagement
• Work with Checkmark’s tools and technology to keep accurate customer and forecast information and participate in weekly account reviews.
• To protect the existing Checkmarx enterprise client base and minimize erosion by driving early bird engagements with clients.
• Actively work to maintain strong relationships with Checkmark’s existing customer base while identifying opportunities for growing adoption
• Ability to discuss and close multi-year deals
• Pre-empting potential risks to the business: Reduce churn and grow recurring revenue.
• This position will involve face-to-face engagement with a customer base. If deemed appropriate, travel may be required to secure a relationship with the customer.

What is needed to succeed?

• Over 5 years of experience in either enterprise sales, customer success, or large account management
• Strong written & verbal communication skills in English.
• Familiarity with SFDC and the reporting features it offers
• Ability to manage multiple accounts and track information accurately
• Flexible and adaptable self-starter with strong relationship-building skills & has the willingness to learn new skills
• Comfortable working in a fast-paced and dynamic environment
• Flexible (ability to work across different time zones) and able to think quickly
• Willing to go the extra mile with a strong work ethic; self-directed and resourceful
• Minimum Qualification: Bachelor's Degree

Key Metrics

• Knowledge of enterprise Application Security & DevSecOps.
• Understanding of New Business Development, expansion & renewal sales.
• Successful track record selling products and services to C-level and senior management level for Medium-large/enterprise customers.
• Metrics of success include meeting Checkmarx’s subscription annuity revenue budget, year-to-year growth, and identification of opportunities for cross-sell/upsell pipeline & drive closure
• Have demonstrated product knowledge, domain expertise, oral and written communication, project management, client management, and time management skills.
• Be a creative problem solver
• Be effective in teaming with a broad range of colleagues across Checkmarx
• Manage client enhancement requests
• Manage the change in scope process from initiation to closure
• Daily client prospecting, negotiations, and presentations are expected.