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Channel account executive/territory manager (anz)
At veracode (view all jobs)
Remote, worldwide
Our mission – securing the software that powers your worldAt veracode, we are focused on that mission every dayVeracode is recognized as a premier provider of saas-based application security solutions, transforming the way companies secure applications in today’s software driven worldWe provide our customers with a solid foundation on which to build security into their modern agile development processes.
Veracode is seeking a high energy channel account executive/territory manager (anz) to manage our largest, most complex, high visibility, strategic, or tactically important accountsThis role will be based in territory and expected to travel as needed.
Veracode has created an environment that fosters upward mobility and career growth so we are searching for high energy, hard-working individuals that would like to grow with us.
Key aspects of the role:
Responsible for selling veracode’s products in assigned territory through building the infrastructure with partners and distributors with 10+ years of proven sales success and ability to utilize all necessary resources to meet or exceed quota and mbos
Development and execution of strategic plan for the area of responsibilityProactive identification, qualification and successful recruitment of target types and numbers of partners/customers.
Excellent enablement and training to ensure partners ability to become effective as soon as possible in a scalable/repeatable way.
Previous experience in managing large accounts and/or direct sales in guiding the partners in managing c-level sales relationships in a complex sales environment that covers multiple disciplines within the customer
Ability to own and develop business plans with each partner which are accepted and signed-off to executive level within the partner’s organization
Work with new partners, markets, and business areas by adapting the veracode messages to assist with partner recruitment and sales success, and maintain in-depth knowledge of veracode’s products and technologies, competitors, and industry trends.
Excellent sales capability to sell a complex and varied sales modelStrong symbiotic activity with the isr community - in particular but also ae and marketing functions
Ability to provide clear and timely feedback and management reports on progress, obstacles, and opportunities to accurately forecast new business; report business partner status and sales opportunities to management team and keeping accurate and up-to-date records in salesforce.com
Strong ability to build relationships and serve as the primary point of contact for defined channel partners and customers in territory
What you’ll need:
An entrepreneurial spirit to purposely target, hunt and close new logos while working closely internally to effectively gain support and quickly understand the customers procurement process, personas and influencers who will drive the sale to a close
Strategic sales experience selling b2b applications; on-demand/saas, it infrastructure management
The ability to comprehend, develop and effectively execute business plans on long sales cycles leveraging technology and collaboration tools to achieve this.
Proven track record of selling to technical audiences like security, dev/ops and it operations, and c-level suite
Willingness to travel as required (~30% national travel)
Strong business acumen and a proven history of quota achievement
Who you are:
You are passionate about technology
You love to build new relationships
You are results oriented and motivated to exceed goals
You demonstrate a growth mindset and seek feedback often
You are a strategic thinker with the ability to influence decision making at the executive level
You have the ability to adapt to a rapidly expanding and changing environment at a high-growth company
You have excellent verbal and written communication skills
Certifications:
Force management sales training is desirable, but not required
Undergraduate degree preferred, but not required
The veracode way:
We have a passion and commitment for security
We consider security in everything we doWe act to preserve the trust our customers place in us.
We help our customers change the world
We deliver peace of mind to our customers so they can focus on the pursuit of their missions.
We have big goals and expect big outcomes
We are results drivenWe take risks, compete boldly, and deliver valuable outcomes to our customers.
We are committed to making progress together
We collaborate with each other, our user communities, our industry and together lead the world forward.
We value each other
We value diversityWe have empathy for each other and assume positive intent.
We are proud to be veracode
We have fun togetherWe honor who we are and work hard to achieve our potential.
More about working at veracode:
Veracode, is a leader in helping organizations secure the software that powers their worldVeracode’s saas platform and integrated solutions help security teams and software developers find and fix security-related defects at all points in the software development lifecycle, before they can be exploited by hackersOur complete set of offerings help customers reduce the risk of data breaches, increase the speed of secure software delivery, meet compliance requirements, and cost effectively secure their software assets- whether that’s software they make, buy or sell.
Veracode serves more than 1,400 customers across a wide range of industries, including nearly one-third of the fortune 100, three of the top four u.sCommercial banks and more than 20 of forbes’ 100 most valuable brandsLearn more at www.veracode.com, on the veracode blog, on twitter and in the veracode community.
At veracode you’ll have the opportunity to eliminate barriers for our customers and earn a competitive compensation and total rewards package – all while pushing the boundaries of what’s possible by collaborating with a diverse team of global innovatorsIn short, veracode’s fun, diverse, and fast-paced culture has put us on the map as one of the best employers in information technology.
We offer competitive salary, company-sponsored premium medical/prescription & dental plans, company-paid holidays, vacation, anniversary service and sick days, 401(k) plan, education/training reimbursement, charitable gift program, adoption assistance program.
We are equal opportunity employersAs such, it is our corporate policy to fill positions with qualified candidates regardless of the candidate’s race, color, sex, age, religion, ancestry, national origin, citizenship status, marital status, sexual orientation, gender identity, genetic information, disability, pregnancy, military status, veteran status or any other protected group status.
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