Regional Account Manager (RAM) FinServ

Sonatype is the software supply chain management company. We're on a mission to change how the world innovates by making enterprise software development with open source and AI/ML easier and more secure. Sonatype created the software supply chain management category, is a pioneer in the open source community, and has a leadership position in the DevSecOps industry.  
From running the world's largest repository of Java open source components (Maven Central), to inventing modern artifact management with Nexus Repository, and to introducing the  world’s only solution that stops malicious open-source malware in its tracks, we're constantly innovating and serving thousands of organizations and over 15 million developers around the world.
We have lofty goals for our technology and intelligence to power all software engineering and security teams. And, we need you to do that.Join us!
Learn more at www.sonatype.com.

10+ years of experience selling into the Banking, Financial Services, and Insurance (BFSI) sector, with deep knowledge of industry dynamics. Skilled in building and maintaining client relationships at various organizational levels.
•Proven ability to sell business and operational outcomes, with a track record of securing long-term revenue streams through customer relationships.•Experienced in navigating complex organizations via networking, direct contact, and referrals.•Successfully closed 6- and 7-figure deals, demonstrating strong sales execution skills.
Technical Skills and Industry Experience
•Experience in the Security, DevOps, or Open Source technology sectors is preferred.•Strong technical understanding of how technology products and solutions address business challenges.•Skilled in developing and executing strategies for both existing and new BFSI accounts, meeting sales targets and goals.•Experience working with cross-functional sales and ecosystem teams to penetrate existing accounts, while managing bookings and pipeline goals.
Sales and Relationship Management
•Familiar with full sales cycle processes and methodologies, including MEDDIC, CotM, and Challenger.•Ability to identify and analyze problems, review data, and develop scalable solutions.•Experience cultivating relationships with channel partners to implement a channel-focused go-to-market approach.•Capable of holistic problem-solving by considering broader business contexts and outcomes.

Nice to Have:

• Strong time management skills with the ability to work autonomously and self-direct activities.
• Proficient in using MS Office, Salesforce (SFDC), and Clari for sales management and reporting.

2023 Fast Company Best Places for Innovators2023 Leader in Forrester-Wave for Software Compensation Analysis2023 Gartner's Magic Quadrant2023 Software Report's Top 100 Software Companies2023 BuiltIn Best Places to Work2022 Frost & Sullivan Technology Innovation Leader Award2022 PeerSpot Silver Peer Award in Software Composition Analysis2022 Tech Ascension Best DevOps Security Solution Award2022 NVCT Cyber Company of the Year
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Diversity & Inclusion Working Groups
Parental Leave Policy
Paid Volunteer Time Off (VTO)
At Sonatype, we value diversity and inclusivity. We offer perks such as parental leave, diversity and inclusion working groups, and flexible working practices to allow our employees to show up as their whole selves. We are an equal-opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. If you have a disability or special need that requires accommodation, please do not hesitate to let us know.