Sr. Sales Manager

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

Preferred Experience


Software engineering tools experience Security software sales experience Global, named, or large enterprise account management experience Some experience with State, Local, and Educational accounts Sales leader who has shown experience in evaluating, managing non-performers, and rebuilding a successful team Sales leader that is able to 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.

Job Category

Sales

Country

United States

Job Subcategory

Sales Account Management

Hire Type

Employee