Enterprise Account Executive - India
Job Summary
Job Description
As an Enterprise Account Executive at Sonar, you'll focus on building and executing territory plans to achieve predictable revenue and win large enterprise deals in India. Key responsibilities include selling to GSIs and strategic partners, co-innovating technology stacks, and selling to GCCs supporting their digital and AI transformations. You'll leverage partner ecosystems to build and expand business, driving demand generation and closing deals. Success requires proven expertise in territory planning, value selling, and managing complex negotiations with C-level executives. Proficiency in Salesforce.com is essential. This role demands a proven track record of success in B2B SaaS sales, building large transformational deals, and maintaining high renewal rates.
Must have:
- 20+ years B2B SaaS sales experience
- C-level executive relationship building
- Large deal negotiation expertise
- GSI/Partner sales experience
- Territory planning & partner ecosystem leverage
- Salesforce.com proficiency
Perks:
- Safe work culture
- Work-life balance
- Flexible hours
- Continuous learning opportunities
7 skills required
Job Details
Why should I Apply:
At Sonar, we’re a group of brilliant, motivated, and driven professionals working hard to help organizations build responsible, secure, high-quality code quickly and systematically. We build solutions that don’t just solve symptoms of problems – we fix problems at the source – source code, to be specific.
We have a dynamic culture with employees worldwide and hub offices in the USA, Switzerland, the UK, Singapore, and Germany. We believe team members should have the opportunity to come to work every day, work on a product they are proud of, love what they do, and feel energized by their peers. With our roots deep in the open source community, we’re all about the mission: provide solutions that deliver Clean Code.
On a daily basis, you will
- Continuously build robust territory and execution plan with predictable revenue/wins
- Laser focus to hunt and win market making large enterprise deals
- Focus on sell-to GSI, and strategic technology and services partners, co-innovation of technology stacks that complement Sonar’s offerings and extend advice on GTM leveraging Sonar regional management.
- Sell-to GCCs in India to support their move to digital and AI services while banking on C-Level relationships
- Leverage strategic/audit/transformation partners in co-creating large deals
- Maintain high renewal rate, winning net new logos, delivering budget, forecast and maintain linearity.
- Business plan comprising of direct, channel profitable sales aligned with value/volume strategic objectives
- Build trust with customers/partners in co-creating execution and close plans, driving revenue and timelines.
- Proactively assesses, take swift steps to adjust to the environment with end-results in-sight
- Work with leadership team in enabling 360-degree with GSI/GCC/Strategic Partners.
The hard skills you will demonstrate
- Proven successful 20+ years of experience in B2B, GSI Partner sales role in SaaS or subscription model.
- Considered as a trusted and thought leader by the C-Level executives (Enterprise Customers and GSI partners), raise the bar of values of Sonar and customer success.
- Experience in building large transformational and mega deals and negotiating
- Able sales leader created predictable and forecasted sustainable businessExperience in selling technology product to a technical buyer and C-Level management
- Proven expertise in territory planning, leveraging partner ecosystem in build/expand business
- Expertise in driving demand generation, deal build, expand and win in enterprise segmentProficiency in communicating, value selling to executives (bottom/up and top/down approach)
- Salesforce.com expertise; you know it and can’t imagine sales without it.
- Customer and Partner-Centric focus; Happy and Strategic Customers and Partners.
- Written and spoken English at a professional level.
Why you will love it here
• We value a safe work culture - founded in respect, kindness, and the right to fail.
• We hire great people - we value communication skills as much as technical prowess and we strive to create a work environment that allows for everyone to succeed and feel empowered to do their best work. Our 500+ SonarSourcers from 35 different nationalities can relate!
• Work-life balance - a healthy work-life balance is very important at Sonar.
• Flexible hours - we schedule our days in order to be effective at work, while also being able to enjoy life’s important moments.
• We promote continuous learning - in an ever-changing industry, learning new skills is the key to growth and success! We're happy to support all employees in this journey if desired.
What we do
As Home of Clean Code, Sonar is the ultimate solution to achieving Clean Code for developers and organizations alike.
The company was formed to develop the open-source tool SonarQube, which has since become the go-to standard in code quality management. We strive every day to pave the way for developers, tackling the toughest issues head-on and pushing the limits of what’s possible.
Who we are
At Sonar we believe in people, dedication, and innovation. We’re a team of problem solvers who are passionate and relentless in their respective missions. We want to work with people who are ready and willing to fasten their seat belts and be part of an incredible ride!
Our Core Values are: Smarter Together, Excellence, Innovation, and Delivery. They reflect our unique culture and we expect them to help shape and positively strengthen our organization.
If you want to learn more about our culture, check out our blog post.
Join us; we’ll be smarter and stronger together!
Sonar is an equal-opportunity employer and is committed to treating every employee with equal respect and fairness. We maintain a zero-tolerance policy toward any form of discrimination. All candidates will receive equal consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, citizenship, age, veteran status, disability, or any other legally protected status.
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!). We believe that the best idea wins and everyone has a voice.
• We believe that great people make a great company. We value people skills as much as technical skills and strive to keep things friendly and laid-back while still being passionate leaders in our domains. Our 550+ SonarSourcers from 33 different nationalities can relate!
• We embrace work-life balance. It is important to maintain a healthy work-life balance. This is why we have a flexible work policy that includes remote and in-office hybrid work (minimum three days a week in the office - Monday/Tuesday/Thursday).
• We have a growth mindset. We love to learn and believe that continuous education is critical to our success. In an ever-changing industry, new skills are a must, and we're happy to help our team acquire them.
We prioritize Diversity, Equity, and Inclusion:
At Sonar, we are a global workforce and recognize the value of different backgrounds, and global cultures.
We are committed to creating a diverse work environment and are proud to be an equal-opportunity employer. All qualified applicants will be considered for employment without regard to race, colour, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.
All offers of employment at Sonar are contingent upon the clear results of a comprehensive background check conducted prior to the start date.
Please note that applications submitted through agencies or third-party recruiters will not be considered.
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