Join to apply for the Major Account Executive role at DigiCertJoin to apply for the Major Account Executive role at DigiCertGet AI-powered advice on this job and more exclusive features.Direct message the job poster from DigiCert"Every disadvantage has its advantage." - Johan CruyffJob summaryAs Major Account Executive you will be managing assigned territory consisting of existing customers and prospects, be responsible for driving up-sell and cross-sell initiatives within existing customers and win new logo prospects. You will also collaborate with sales development, pre-sales technical support and executive resources throughout sales campaigns, with the goal of turning as many opportunities into closed-won deals as possible.This is a remote position.What you will doProspecting Accounts – Prospect for new business across multiple functional areas within the company, including leveraging leads provided by marketing, and maintain the appropriate pipeline coverage.Building Relationships – Gain a deep understanding of the customer’s processes and problems. Ensure the right questions are being asked and answered. Bring unique value to every interaction. Develop relationships with multiple buying personas within the prospect account.Articulating Value – Connect prospect’s business objectives (both functional and corporate) with DigiCert solutions. Deploy a customer-centric approach in understanding how DigiCert can do so.Driving Sales Execution – Lead enterprise agreements to close being proactive in all aspects of opportunity development. Prepare accurate forecast, building a funnel to cover bookings target, documenting activities in Salesforce and performing other tasks necessary to drive revenue and communicate activities to sales management.Closing Opportunities – Develop and actively manage interactions within the customer buying cycle using standard processes. Handle different kinds of sales scenarios and negotiate in a manner that drives towards close. Gain buy-in from multiple stakeholders.Effective Account Coordination – Use a disciplined approach to effectively and efficiently involve pre-sales and post-sales support. Leverage industry expertise as needed.Demonstrating DigiCert Proficiency – Be proficient with a working knowledge and understanding across all DigiCert products and solutions.What you will haveProfessional working proficiency in Italian & English (essential)5+ years of quota-carrying sales experience at a software/technology/cybersecurity company (strongly preferred)Track record of qualifying and closing consultative/service-led sales, particularly multi-year and subscription-based servicesExceptional ability to create and foster relationships across enterprise C-suite executives and build consensus among the buying teamExceptional time and people management skills to marshal resources and advance opportunitiesWell-versed in the data-analytics industry and strong knowledge of competitor products and capabilitiesExperience of sales methodologies such as MEDDIC or MEDDPICC would be an advantageBachelor’s degree or equivalent work experience#LI-GA1Seniority levelSeniority levelMid-Senior levelEmployment typeEmployment typeFull-timeJob functionJob functionSales, Business Development, and Information TechnologyIndustriesComputer and Network Security, Software Development, and IT System Custom Software DevelopmentReferrals increase your chances of interviewing at DigiCert by 2xGet notified about new Account Executive jobs in Greater Milan Metropolitan Area.Senior Account Executive - Digital Experience / Customer ExperienceFellow Account Executive - Growth AccountsKey Account Manager, Lombardia and Piemonte Orientale - ITGreater Milan Metropolitan Area 6 hours agoEnterprise Account Executive - Telecoms - DACH Territory - German SpeakerKey Account Manager, Calabria and Basilicata - ITGreater Milan Metropolitan Area 6 hours agoGreater Milan Metropolitan Area 4 hours agoSales Account Manager – Medical Devices CertificationTechnical Account Manager - Southern Europe (Freelance)Key Account Manager - Terna & South Italy (Power Transmission)We’re unlocking community knowledge in a new way. Experts add insights directly into each article, started with the help of AI.
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