Enterprise AE

Job summary

Responsible for developing opportunities within existing and new accounts assigned in the territory, with the goal of turning as many opportunities into closed-won deals as possible. Collaborate with pre-sales and post-sales support resources throughout sales campaigns. Serves customers in a trusted advisor role by always keeping the customer’s best interests at the forefront. Being available to customers in a consultative capacity even during those times the customer is not in the market.

Success in the role requires building and maintaining a strong sales pipeline, leading complex sales engagements, coordinating cross-functional resources, accurately forecasting revenue, and consistently achieving quota targets.

What you will do

• Prospecting 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 with