Mid-Market Territory Manager

• 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!
• 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

Benefits

• 401K Plan: Sonar US matches up to 4% of gross salary
• 90% healthcare premium coverage for employees, 60% for dependents
• Life and disability insurances fully paid by Sonar. Sonar covers 100% of Telemedicine for FTE whom are covered by Sonar medical
• EAP (Employee Assistance Program) Health Savings Accounts (HSA, FSA, DCFSA). Supplemental coverage is offered by EE’s expense
• Pet Insurance
• Hospital Indemnity, Accident, Critical Illness
• Time Off: 25 PTO days plus additional days based on seniority and circumstances
• Commuting: Public transport reimbursement of 60% for annual subscription
• Free parking space
• Pension: Sonar UK contributes 50% of the total costs, which amounts to 5% of your gross salary for saving. Employees contribute the other 5%
• Flexibility to work from home 2 days a week on Wednesdays and Fridays
• Health Insurance: Sonar covers 100% of the employee premiums for medical, dental, and EAP (Employee Assistance Program) plans through BUPA
• Time Off: 28 PTO days, plus additional days based on seniority and circumstances
• Commuting: we will reimburse 60% towards the cost of an annual public transport pass- Proficiency in delivering value based messages, developing a business case and demonstrating ROI to engage and sell to different personas across the organization
• Experience using MEDDPICCC or other similar sales methodologies
• Self-driven and proactive attitude
• Team player interested in seeing the company goals achieved alongside the team and individual goals
• 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
• Ability to drive the sales process effectively through phone calls, emails, and virtual and onsite meetings
• English spoken and written at a professional level
• Proven track record of success with 2+ years of experience in a B2B sales role with at least a year selling a technical software product
• Salesforce.com lover - you know it and can’t imagine sales without it
• Familiarity in supporting and selling to Mid-Market customers and managing and negotiating in a volume and velocity sales motion
• Customer centric focus - we want happy customers
• Solid communication and listening skills: handling objections and taking feedback and coaching