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Strategic Account Executive

1 week ago

London, Greater London, United Kingdom Checkmarx Ltd. Full time

Checkmarx is the enterprise application security leader and the host of Checkmarx One — the industry-leading cloud-native AppSec platform that helps enterprises build #DevSecTrust.

Description

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?

Checkmarx is seeking a talented Strategic Account Executive to support our Sales activities. As a Strategic Account Executive for one of the most innovative and forward-thinking application security solution providers, you will fill a critical role by successfully managing, orchestrating, and sourcing accounts and prospects and have a significant impact on our revenue.

How will you make an impact?

In this role, you will identify, develop, and manage multiple sales opportunities and strategic accounts in your assigned region as we grow our business in the UK. You will identify customers' pain points and build solutions that address their business requirements.

Requirements

Responsibilities

  • Sales Plans – Build and deliver sales plans to exceed quota across your territory through prospecting, qualifying and executing sales opportunities in new and existing accounts.
  • Pipeline Generation – Develop and manage your sales pipeline by calling into C-level and key stakeholders within the prospect organizations, networking, working with partners and further targeted activity.
  • Participate in campaigns and conferences – Work with the marketing team to support lead generation in your assigned territory.
  • Solution / Value Selling – Consult with clients to determine their business needs and work with the ecosystem, including Sales Engineers, to generate multi-product/service solutions. Take initiative to learn new offers and products to address customer outcomes, as they become available.
  • Co-sell with partners – Work with channel and alliance partners to develop a joint sales motion and enable rapid growth at scale.
  • Grow existing customers – Develop and manage relationships with existing clients to develop expansion opportunities and ensure a high level of client satisfaction.
  • Accurate Forecasting – Capture activity information and progress analysis on a timely basis as client interactions occur to ensure accurate product and service forecasting.
  • Drive our Business Forward – Work within a defined territory to close sales, win business, and reach sales goals. Provide feedback to management about the market opportunity and provide details on new business opportunities and routes to market.

What is needed to succeed?

Required qualifications:

  • Over 5 years of experience in direct and/or indirect sales.
  • Proven, successful track record of generating revenue and closing business (consistent track record of overachievement; making presidents club, etc.).
  • Vast experience in MEDDIC/MEDDPIC selling methodology, revenue strategy, qualification process, value pyramid, etc.
  • Relish the challenge of assisting clients in solving critical business challenges.
  • Understand that Agile approaches are a way of life. Success and failures are mutually inclusive learning opportunities.
  • Sales Hunter at heart. Forward-looking, honest, and pragmatic.
  • Travel within the region is required as and when needed.
  • Experience in sales for software security or developer tooling is an advantage.
  • Cybersecurity background.
  • Experience in working for a company before an IPO or acquisition.
What we have to offer

Checkmarx offers a great work environment, professional development, challenging careers, competitive compensation, great work-life balance, as well as great benefits and perks throughout the year. Checkmarx is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, or other characteristics protected by law.

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