Who are we
Checkmarx is the leading application security provider, offering the industry's most comprehensive cloud-native platform, Checkmarx One. Our products and services enable enterprises to shift everywhere in order to secure every phase of development for every application. We are proud to collaborate with more than 1,800 customers, including 60% of Fortune 100 organizations.
What are we looking for
At Checkmarx we are looking for a Sales first-line manager to develop, manage and grow relationships with our existing customers and new business targeting the global corporate with software development centres in India. This is a sales management position with account managers and new business sales reps reporting to this role. The team focuses on protecting and expanding Checkmarx's solution footprint with the existing clientele and break through new business.
The ideal candidate will have sales management and relationship management experience combined with a passion for learning about Checkmark's platform and our competitive advantages and building strong connections with our customers.
You will leverage your solid customer management, business, and sales acumen to ensure your team achieves the required renewal, expansion and new business targets for your book of business.
You will have experience in negotiating software licenses, a consultative approach to working with procurement, and a passion for customer advocacy.
You would have people management experience in managing a sales team carrying multi-million-dollar of revenue targets.
Responsibilities
- Provide leadership, development, and training to our Team of Renewal Account Managers and New Business Sales reps in India.
- Hire, onboard, promote and develop talent by implementing training on sales best practices and programs.
- Responsible for keeping low attrition levels.
- As a leader you will be required to coach, mentor, and develop all individual members of your team.
- Your team will own, drive, and lead the existing non-strategic accounts on renewals & expansions.
- In addition to this, you would be responsible for maintaining existing business with our strategic clients in collaboration with the regional leaders.
- Shape, iterate, and scale our Renewals and New Business Strategies.
- This position will involve engagement with a customer base. If deemed appropriate, travel may be required to secure a relationship with the customer and extended the Checkmarx team.
- The role would require a strategic view on deployments working in partnership with clients to help them adopt and accelerate their consumption on Checkmarx's solution and identify new growth opportunities.
- Collaborate with account managers across the globe to drive breakthrough initiatives into prospects development hubs in India.
- Drive your teams prospecting efforts together with partners and marketing.
- Use the Checkmarks sales process to convert pipeline to opportunities and closed business whilst forecasting accurately.
- Improve customer value appreciation through better leverage of Checkmarx's contracted technology.
- You will be required to maintain and report an accurate rolling 90-day forecast of renewals & expansion regularly.
- Maintain highest Net Retention Rate.
- Get an early line of sight on upcoming renewals and cross-collaborate with the CSM organization on risk mitigation.
- Build a fun, high-energy environment where people can thrive and do their best work.
Requirements
- 6-7 years of People Management experience in Sales / Customer Success / Account Management experience preferably within an Enterprise SaaS organization
- Solid understanding of Enterprise applications and collaboration technology
- IDEALLY have experience selling and working in the Dev/Sec/Ops space with the proven success of selling Security and/or DevOps software solutions
- Experience in selling tools in the domain of AppSec, CI/CD, DevSecOps, and automation would be an advantage
- Passionate about coaching and developing a team
- Consistent track record of achieving personal and team goals
- History of thriving and is comfortable working in a fast-paced environment
- Ability to grow business strategically, i.e., creating new processes and initiatives
- Strong customer orientation, dedication, and passion for delivering a great customer experience. Ability to assess and understand customer needs
- Problem-solving around technical, product, and business questions
- Excellent communication and writing skills
- Strong data and analytical skills
- Collaborative and team-oriented
- Strong presentation skills
A Combination of Education and Experience Will Be Considered
Required Qualifications & Experience
- Bachelor's Degree or above
- Prior sustained success in achieving sales quota
- Experience developing and leading large sales teams
- 6-7 years or more of sales and sales management experience
- Prefer substantive prior experience in leading Sales teams and programs within the high-tech industry.
- Fluent in English and additional European language will be an advantage.
Key Metrics
- Knowledge of enterprise Application Security & DevSecOps.
- Understanding of New Business Development, expansion & renewal sales.
- Metrics of success include meeting Checkmarx's subscription annuity revenue budget, year-to-year growth, and identification of New Business opportunities, pipeline & drive closure
- Have demonstrated product knowledge, domain expertise, oral and written communication, project management, client management, and time management skills.
- Be a creative problem solver
- Be effective in teaming with a broad range of colleagues across Checkmarx
- Manage the change in scope process from initiation to closure
- Daily client prospecting, negotiations, and presentations are expected.
Checkmarx offers a great work environment, professional development, challenging careers, competitive compensation, great work-life balance, as well as great benefits and perks throughout the year. Checkmarx is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, or other characteristics protected by law.
