Major Account Manager

5 days ago

Sydney, New South Wales, Australia DigiCert Full time

Who we are

We're a leading, global security authority disrupting our own category. Our encryption is trusted by major ecommerce brands, the world's largest companies, cloud providers, national financial systems, the internet of things, and even embedded devices like pacemakers. We help companies build trust—an abstract concept—into tangible solutions. That's digital trust for the real world.

Job summary

Responsible for developing opportunities within existing and new accounts in the territory, aiming to convert as many opportunities as possible into closed-won deals. Collaborate with pre-sales and post-sales support throughout sales campaigns. Serve customers as a trusted advisor, prioritizing their best interests, and remain available in a consultative capacity even when the customer is not actively in the market.

What you will do

  1. Prospecting Accounts – Identify new business opportunities across various functions within target companies, leveraging marketing-provided leads, and maintain appropriate pipeline coverage.
  2. Building Relationships – Understand customer processes and challenges deeply. Ask the right questions, bring unique value to interactions, and develop relationships with multiple buying personas within accounts.
  3. Articulating Value – Link the customer's business objectives with DigiCert solutions, adopting a customer-centric approach to demonstrate value.
  4. Driving Sales Execution – Lead enterprise agreements to closure proactively. Prepare accurate forecasts, build a sales funnel to meet booking targets, document activities in Salesforce, and communicate progress to sales management.
  5. Closing Opportunities – Manage interactions within the buying cycle, handle various sales scenarios, negotiate effectively, and gain buy-in from multiple stakeholders.
  6. Effective Account Coordination – Use a disciplined approach to involve pre-sales and post-sales support efficiently, leveraging industry expertise as needed.
  7. Demonstrating DigiCert Proficiency – Maintain comprehensive knowledge of all DigiCert products and solutions.

What you will have

  • 5+ years of quota-carrying sales experience in a software/technology company
  • Proven success in qualifying and closing consultative, service-led, multi-year, and subscription-based sales
  • Exceptional relationship-building skills with enterprise C-suite executives and buying teams
  • Strong time and people management skills to advance opportunities effectively
  • Knowledge of the data-analytics industry and competitor products
  • Bachelor's degree or equivalent work experience

Benefits

  • Generous time off policies
  • Top-tier benefits
  • Support for education, wellness, and lifestyle

DigiCert is an Equal Opportunity employer committed to diversity. We prohibit discrimination based on race, ethnicity, religion, color, national origin, sex, age, sexual orientation, gender identity/expression, veteran status, disability, or genetic information. We encourage individuals from underrepresented groups to apply.

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