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Sales Account Management, Sr Manager
Mountain View, CA
Job Description
Sr. Sales Manager
49578BR
USA - USA
Job Description and Requirements
The Senior Manager must be highly motivated and a proven sales management executive in the area of software tools and security services with demonstrated experience in managing individual contributors who sell to software development and security teams. The Senior Manager will work closely with their Sales Engineer and Consulting team to drive end-to-end solutions for our prospects and customers.
A principal goal for this position is to manage a team of individual contributors that sell enterprise software and consulting agreements within several named accounts, and in so doing create a means for achievement of the team's booking target.
This position requires the Senior Manager to recruit, hire, train, mentor, and manage a team of individual contributors. The Senior Manager must have proven skills and experience in the selling of complex solutions in complicated customer environments.
Responsibilities
- Manage a team of individual contributors to drive top-line sales bookings
- Drive regional growth through exceptional sales planning and execution
- Provide weekly sales forecasts to senior management
- Ensure adequate pipeline coverage to meet or exceed quarterly and annual sales objectives
- Recruit, hire, train, and mentor individual contributors as necessary
- Assist regional sales managers with territory planning, account strategy, and sales execution and provide support in the field as necessary.
- Collaborate closely with all functional areas of the business including marketing, product management, R&D, consulting, and customer success.
- Mentor individual contributors to guide prospects through a methodical sales process to facilitate decisions
- Ensure customer success
- Represent SIG at local and/or industry events
- Ensure that individual contributors maintain accurate forecast and account planning information
- Travel as necessary to client locations
- Software engineering tools experience
- Security software sales experience
- Global, named, or large enterprise account management experience
- Sales leader who has shown experience in evaluating, managing non-performers, and rebuilding a successful team
- Sales leader who can drive successful sales activity by managing a process (preferably MEDDPICC and Command of the Sale)
- Sales leader that will bring energy and inspire the team
Required Skills & Knowledge
- Minimum 3 years managing enterprise software sales executives, particularly in the Midwest U.S.
- Proven track record of exceeding a team's software sales booking targets
- Proven ability to sell multiyear, six- or seven-figure enterprise licensing agreements
- Proven ability to build and maintain relationships with executive decision-makers
- Excellent critical thinking, analytical and problem-solving skills
- Demonstrated success in building high-performance teams focused on growing net new business with enterprise accounts.
- Knowledge of the application security market with a background of selling into both development and security
- Experience growing business via channel partners.
- Knowledge of the MEDDPICC sales qualification method a plus.
- A bachelor's degree or equivalent is strongly preferred.
About the Synopsys Software Integrity Group
Synopsys Software Integrity Group helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. Synopsys, a recognized leader in application security, provides static analysis, software composition analysis, and dynamic analysis solutions that enable teams to quickly find and fix vulnerabilities and defects in proprietary code, open-source components, and application behavior. With a combination of industry-leading tools, services, and expertise, only Synopsys helps organizations maximize security and quality in DevSecOps and throughout the software development life cycle.
For more information, go to www.synopsys.com/software.
Synopsys considers all applicants for employment without regard to race, color, religion, sex, gender preference, national origin, age, disability, or status as a Covered Veteran in accordance with federal law. In addition, Synopsys complies with applicable state and local laws prohibiting discrimination in employment in every jurisdiction in which it maintains facilities. Synopsys Inc. also provides reasonable accommodation to individuals with a disability in accordance with applicable laws.
The base salary range across the U.S. for this role is between $189,000-$283,000 In addition, this role may be eligible for an annual bonus, equity, and other discretionary bonuses. Synopsys offers comprehensive health, wellness, and financial benefits as part of a of a competitive total rewards package. The actual compensation offered will be based on a number of job-related factors, including location, skills, experience, and education. Your recruiter can share more specific details on the total rewards package upon request.
Job Category
Sales
Country
United States
Job Subcategory
Sales Account Management
Hire Type
Employee
Base Salary Range
$189,000-$283,000
Synopsys maintains a workplace where all personnel, customers, and vendors are treated with dignity, fairness, and respect. We maintain worldwide policies in our Work Rules Policy, which is applicable to all employees in furtherance of these principles. We pride ourselves on providing a healthy and productive work environment that is free from discrimination and harassment based on race, color, religion, gender, gender identity, sexual orientation, marital status, veteran status, age, national origin, citizenship, ancestry, physical or mental disability, pregnancy, medical condition, and any other characteristic protected by law. For applicants and employees with disabilities, we also make reasonable accommodations consistent with applicable laws and regulations. We are each expected to do our part to create a healthy and productive work environment for everyone. This includes bringing issues to management’s attention when you believe certain conditions are distracting from a good work environment. Our Work Rules Policy also allows you to raise concerns with other Synopsys managers. If employees are still unable to resolve their concerns, their disputes may be resolved through our Internal Issue Resolution Process Policy. In addition, all managers and employees in positions of authority have a special obligation to maintain and support a healthy and productive work environment.
Job Summary
Company
Start Date
As soon as possible
Employment Term and Type
Regular, Full Time
Required Education
Bachelor's Degree
Required Experience
Open
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