Strategic Account Executive - NorCal

Job summary

We are seeking a highly skilled and results-driven Strategic Account Executive to manage a territory of both existing high-value customers and new logo prospects. This is a key sales role within a global, dynamic team, focusing on retaining and driving revenue growth via upsells and cross-selling within enterprise accounts, as well as acquiring new business. The ideal candidate will have a strong background in selling infrastructure security solutions (Cloud/SaaS/On-premises) and a proven ability to navigate complex sales cycles, engage C-level executives, and close high-value opportunities.

As a team player, you'll collaborate closely with sales development, pre-sales, technical support, and executive resources to turn opportunities into closed-won deals. You will help us drive customer success, build lasting relationships, and lead strategic enterprise initiatives.

What you will do

Account Prospecting & New Business Development

• Identify, prospect, and develop new business opportunities across multiple functional areas within targeted accounts. Build and maintain a healthy pipeline of both existing customers and new logo prospects. Leverage marketing-generated leads, as well as independent research, white space analysis and outreach to identify and drive high-value opportunities.

Relationship Building & Account Management

• Develop deep relationships with key decision-makers and buying personas within customer accounts, including C-suite executives, IT leaders, and business stakeholders. Understand their business processes, challenges, and goals, positioning our solutions to align with their strategic objectives. Drive customer engagement by providing value in every interaction.

Consultative Selling & Value Articulation

• Use a consultative sales approach to understand and align customer business objectives with the company’s security solutions. Proactively drive the sales process by connecting business needs to technology solutions, demonstrating how our offerings provide measurable value in terms of ROI, security, and efficiency.

Sales Execution & Opportunity Management

• Lead the sales process from lead qualification to deal closure. Prepare accurate forecasts and manage a sales funnel that supports your bookings target. Document activities and track opportunities in Salesforce to ensure visibility and accurate reporting. Ensure all steps of the sales cycle are executed efficiently and that key milestones are met on time.

Closing High-Value Opportunities

• Lead and manage the negotiation process, including handling complex contract terms, multiple stakeholders, and a variety of sales scenarios. Drive deals to closure with a focus on achieving long-term value for both the customer and the company. Secure multi-year agreements and subscription-based services as part of the overall sales strategy.

Cross-Functional Coordination

• Collaborate with pre-sales, post-sales, technical teams, and leadership to ensure customer requirements are met throughout the sales process and beyond. Leverage internal resources and industry expertise to resolve challenges and drive successful outcomes.

Proficiency in Vercara // DigiCert Solutions

• Gain and demonstrate a thorough understanding of Vercara // DigiCert's product suite and solutions, effectively positioning them in sales conversations. Stay informed about industry trends, competitor products, and customer needs to ensure that you are always offering relevant and up-to-date solutions.

What you will have

Experience

• A minimum of 8+ years of experience in quota-carrying sales, preferably in enterprise software, technology, or ideally, security solutions (Cloud/SaaS/On-premise).
• Proven track record of driving revenue growth through upselling, cross-selling, and closing high-value opportunities.
• Strong experience selling to enterprise-level clients, particularly those with annual revenues exceeding $1B.
• Experience using consultative sales methodologies (e.g., MEDDIC, MEDDPICC) is a plus.

Relationship Management

• Exceptional ability to engage with and influence senior executives (C-suite, VP, Director-level) across multiple business functions (IT, security, operations, etc.).
• Proven success in building long-term relationships with customers, positioning yourself as a trusted advisor.

Sales Expertise & Process Management

• Strong skills in prospecting, account planning, sales forecasting, and pipeline management.
• Experience using CRM systems (Salesforce preferred) to track sales activities and manage opportunities.

Negotiation & Closing Skills

• Expertise in managing complex negotiations with multiple stakeholders and closing high-value opportunities.

Technical Aptitude

• Solid understanding of the technology landscape, including cloud security, enterprise software, and related solutions.
• Ability to quickly gain proficiency in Vercara // DigiCert’s product offerings and effectively communicate their value to customers.

Education

• Bachelor’s degree required; advanced degrees (e.g., MBA) a plus.

Key Attributes for Success

• Results-Oriented: You are driven by targets and thrive on exceeding quotas. You consistently meet your sales goals while delivering outstanding results for customers.
• Entrepreneurial Spirit:  You have mindset and attitude of ownership.  You take initiative and embrace innovation, demonstrating creativity and resourcefulness in achieving goals.
• Strategic Thinker: You can craft and execute a strategic plan to grow both new and existing accounts, while navigating complex sales cycles.
• Customer-Centric: You genuinely care about customer success and work diligently to understand and solve their challenges with the right solutions.
• Collaborative Team Player: You excel in a team environment, working closely with internal teams (sales development, technical support, leadership) to deliver the best outcomes for customers.
• Adaptable & Agile: You thrive in a fast-paced, evolving environment, and you can pivot and adjust strategies based on market conditions or customer needs.

Nice to have

• Experience in the digital trust/security space, especially related to encryption, identity management, authoritative DNS, DDoS mitigation or Appsec cloud security.
• Familiarity with competitor products and an understanding of current market trends in the cybersecurity and enterprise software space.

Benefits

DigiCert offers a competitive benefits package for all of our full-time employees. 

DigiCert is an Equal Opportunity employer and is committed to diversity in its workforce. In compliance with applicable federal and state laws, DigiCert prohibits discrimination on the basis of race or ethnicity, religion, color, national origin, sex, age, sexual orientation, gender identity/expression, veteran’s status, status as a qualified person with a disability, or genetic information. Individuals from historically underrepresented groups, such as minorities, women, qualified person with disabilities, and protected veterans are strongly encouraged to apply.

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