Enterprise Territory Manager

What you will do daily

• Employ value based selling to generate new leads and opportunities within an assigned set of Enterprise accounts, representing our largest and most strategic prospects and customers at Sonar.
• Build relationships with buyers and develop champions to land, and then expand our footprint across the organization by standardizing the use of Sonar.
• Size and quote software licensing needs, negotiating and closing both new customers as well as upgrades to existing implementations.
• Ensure continuous relationship management and successful renewal by providing proactive and strategic account management.
• Conduct activities such as calls, emails, video/in person meetings and quarterly business reviews as needed.
• Enable smooth customer onboarding and adoption throughout their entire journey with Sonar commercial products.
• Work in both direct and indirect sales motions, partnering with channel managers and SDR’s to successfully multi-thread and maximize account penetration.
• Support marketing efforts with account-based customer-focused marketing campaigns.
• Proactively engage in building, growing and sharing sales team best practices.
• Accurately capture and report all aspects of account and opportunity information in the CRM platform.
• Utilize Salesforce to set daily activity and accurately forecast opportunity pipeline.

The experience you will need

• Proven track record of success with 3-5+ years of experience in a B2B sales role with at least a 2 years selling a technical software product.
• Significant experience hunting into Fortune 500 Companies, both landing new logos and growing an existing footprint. 
• Familiarity in supporting and selling to large enterprise prospects and customers and managing and negotiating larger (100K+) enterprise deals.
• Proficiency in communicating with executive level contacts and delivering value based messages to sell with both a top down and bottoms up approach.
• Ability to develop a business case and demonstrate ROI based on the persona you are engaging with.
• Ability to drive the sales process effectively through phone calls, emails, and virtual and onsite meetings.
• Proven expertise in account planning and prospecting, using various channels and tools for prospecting, such as ZoomInfo, LinkedIn Navigator and 6sense. 
• Focus on building and managing customer relationships, with a view to maximizing customer retention.
• Experience using MEDDPICCC or other similar sales methodologies.
• Salesforce.com lover - you know it and can’t imagine sales without it.
• Customer centric focus - we want happy customers.
• English spoken and written at a professional level.

The soft skills you will demonstrate

• Solid communication and listening skills: handling objections and taking feedback and coaching.
• Team player interested in seeing the company goals achieved alongside the team and individual goals.
• Self-driven and proactive attitude.

Nice to have

• Experience in a B2B sales role in a SaaS or subscription model.
• Experience selling a software development tool to the development side of IT (technical product to a technical buyer).
• Experience with selling and closing deals internationally.

Benefits of Working with Sonar

• Flexible comprehensive employee benefit package that is 90% paid by the company.
• We encourage usage of our robust time-off allocations.
• We offer an exciting 401(k) plan that has a 4% match, fully vested on day one of participation.
• Generous discretionary Company Growth Bonus, paid annually.  
• Fully paid parking in the heart of downtown Austin, Texas.
• Global workforce with employees in 20+ countries representing 35+ unique nationalities.
• We have an annual kick-off somewhere in the world where we meet to build relationships and goals for the company.

Why You Will Love It Here:

• Our culture and mission set us apart. We have a dynamic work culture that values respect and kindness and embraces the right to fail (and get right back up again!). 
• Great people make a great company. We value people skills as much as technical skills and strive to keep things friendly while still being passionate leaders in our domains. 
• We have a flexible work policy that includes 3 days in-office and 2 days work-from-home each week for those located near our office locations; some locations such as Dubai, India, Japan and Australia operate fully remotely.
• We have a growth mindset. We love learning and believe continuous education is critical to our success. In an ever-changing industry, new skills are necessary, and we're happy to help our team acquire them.
• As the leader in our field, our products and services are as strong as our internal team members.
• We embrace transparency with regular meetings, cascading messages and updates on the growth and success of our organization.