Mid-Market Territory Manager
Job Summary
Job Description
Sonar is seeking a Mid-Market Territory Manager to join their team. The role involves evangelizing code quality management philosophy and utilizing sales skills to expand the customer base. You will engage with developers and decision-makers across diverse industries, driving sales success and influencing the Sales Team's direction. Responsibilities include lead generation, building customer relationships, negotiating and closing deals, ensuring customer onboarding and adoption, and collaborating with channel managers and SDRs. Accurate CRM reporting and forecasting using Salesforce are essential. The company culture values collaboration, learning, and work-life balance.
Must have:
- 1-3+ years B2B sales experience
- Mid-Market customer sales experience
- Value-based selling proficiency
- Effective sales process drive
- Account planning and prospecting
- Customer relationship management
- Salesforce.com proficiency
- Customer-centric focus
- Professional English communication
- Solid communication and listening skills
- Team player
- Self-driven and proactive attitude
Good to have:
- Experience with MEDDPICCC sales methodology
- Familiarity with ZoomInfo, LinkedIn Navigator, 6sense
Perks:
- Flexible, comprehensive employee benefits (90% company paid)
- Robust time-off allocations
- 401(k) plan with 4% match
- Generous discretionary Company Growth Bonus
- Fully paid parking
- Global workforce
- Annual international kick-off events
6 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.
The Impact You Will Have:
Use your problem solving abilities and customer focus to evangelize the code quality management philosophy embraced by over 400,000 organizations. Utilize your proven sales skills to highlight product value, drive adoptions, and significantly expand our customer base.
Engage with developers, decision-makers, and procurement in diverse industries and company sizes. Seize this opportunity to directly influence the direction and processes of our Sales Team and organization as we grow. This is your chance to drive sales success and impact our upward trajectory!
What You Will Do Daily:
- Employ value based selling to generate new leads and opportunities within an assigned set of Mid-Market accounts, representing the volume of prospects and customers that make up the high velocity sales motion 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 via proactive 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 1-3+ years of experience in a B2B sales role.
- Familiarity in supporting and selling to Mid-Market customers and managing and negotiating in a volume and velocity sales motion.
- Proficiency in delivering value based messages, developing a business case and demonstrating ROI to engage and sell to different personas across the organization.
- 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.
- 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.
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!). 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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