Commercial New Business Sales Representative

Description

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 self-starting, ambitious Commercial Sales Representative to break through to India based development organizations of Global company’s.

The Sales Position focuses on prospecting and creating the first beach head of Checkmarx’s solution footprint to some of the world’s largest corporations that are head quartered in North America and Europe and reliant on their India based Development organization to deliver highly secured code, leveraging cloud based technologies.

Commercial sales rep are primarily responsible for pipeline generation and opportunity formation, driving opportunities to close against quarterly and annual quota targets. The Account Manager position focuses on expanding Checkmarx’s solution footprint with greenfield accounts.

The ideal candidate would hold a first degree from a reputable university, have a competitive nature and a ‘can do’ attitude combined with a passion for learning about Checkmark’s platform, competitive advantages, and the ability to identify the right people, reach out and create business opportunities.

You will leverage your prospecting, pipeline management, business, and sales acumen to ensure you achieve the required new business & expansion targets for your book of business. You will have experience in negotiating software licenses, a consultative approach to working with C-levels & procurement, and a passion for customer advocacy.

How will you make an impact?

• We bring security expertise, innovation, and multiple products to the table – pull up a seat and join this growing team of experienced and passionate individuals.
• Members of this team at Checkmarx are highly motivated, skilled communicators, who strive to understand client needs and create paths for customers to achieve their business objectives and goals.

Responsibilities

• Meet annuity (New Business) revenue targets for the territory
• Create interest with prospects and articulate the Checkmarx value proposition, translating these activities to viable business opportunities and translating them to close business
• The objective involves working with Clients, global sales counterparts at the HQ location, CSMs/TAMs, Tech & Services team, marketing team, senior Checkmarx executives, and business partners to affect inorganic growth through force multi-pliers;
• Work with Checkmark’s tools and technology to keep accurate customer and forecast information and participate in weekly account reviews.
• Daily client prospecting, negotiations, and presentations are expected.
• Ability to discuss and close multi-year deals
• Demonstrate advance solution selling abilities and effective, pro-active customer communications including proposal development, delivery, and RFP responses.
• This position will involve face-to-face engagement with a customer base. If deemed appropriate, travel may be required to secure a relationship with the customer.

Requirements

• Minimum Qualification: Bachelor's Degree
• 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, project management, client management, and time management skills.
• Familiarity with SFDC and the reporting features it offers
• Master MEDPICC on all opportunities
• 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
• Strong written & verbal communication skills in English
• Flexible (ability to work across different time zones)

What we have to offer

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.