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Sonatype · 1 day ago

Strategic Value Driver

United States

Full-time

Remote

Senior Level

Sonatype is the software supply chain security company, providing a comprehensive solution for software supply chain security. The Strategic Value Driver will manage key enterprise accounts, focusing on expanding relationships and driving value through strategic account management and collaboration with technical teams.

Cyber SecurityDeveloper ToolsEnterprise SoftwareOpen SourceSoftware

Responsibilities

You will obsess over creating customer value, acting as a subject matter expert in the SDLC to help executives and practitioners realize the full ROI of the Sonatype platform

You will own the "marathon" of high-stakes account management. You will cultivate a pipeline of expansion plays (cross-sells, up-sells, new divisions), accurately forecast closures, and negotiate favorable deal terms

You will build trust by being open, honest, and accountable, serving as the voice of the customer to influence our internal product roadmaps and service improvements

You will lead cross-functional "give-get" account strategies, aligning Product, Marketing, and Engineering to deliver on our commitments

Qualification

Application SecurityDevSecOpsExecutive-level communicationMEDDIC sales methodologyStrategic account managementCollaborative partnerCommercial judgmentComfortable with ambiguityStructuredDisciplined