Enterprise Account Executive

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Position Summary:

The Sales Manager for the Puppet team at Perforce is searching for an Enterprise Account Executive to join the team. We are seeking an experienced, high-energy sales professional with a proven track record of over-achieving quota in the Federal space by working and closing contracts with the Channel. You will represent Puppet and drive the revenue in an existing book of business by protecting the base and growing through expansion and net new logos sourced through Carahsoft, Channel Partners, and Federal Agencies, so you must be a closer who is also an effective prospector. You can create a significant pipeline of business within a short period of time while managing existing accounts and clients to ensure their success. You will need to have experience selling software to Federal customers in the the civilian, DoD Agencies and Federal System Integrator’s, like USDA, VA, FCC, NIH, DHS, USAF, Navy, Army, NSA, GDIT, BAE, CACI, Leidos.

This position will support our Puppet brand. Puppet by Perforce empowers people to innovate through infrastructure automation. For more than a dozen years, Puppet has pioneered the way in which infrastructure and operations teams scale infrastructure in the largest and fastest growing organizations in the world. More than 40,000 organizations — including over 80 percent of the Global 5000 — have benefited from Puppet’s open source and commercial solutions to strengthen customers’ security posture, compliance and business resiliency beyond the data center to the cloud. 

Responsibilities:

• Actively prospect to develop opportunities in large/strategic Civilian, DoD and FSI accounts
• Attainment of quota, quarterly, and annually.
• Develop an active and vibrant pipeline, equal to 3x quota
• Maintain current, accurate, and active SFDC hygiene
• Provide timely and accurate forecasts and reports to sales leadership
• Ensure the successful rollout and adoption of the Puppet platform through strong account management activities and coordination with pre-and-post sales engineering and support resources
• Travel in order to develop account relationships and close large opportunities
• Develop account-based selling methodologies like CoM/Meddpicc and building closing plans that can be coordinate with both your local management as well as the executive team
• Build and strengthen the business relationship with current accounts and new prospects by leveraging renewal revenue stream and converting to ELA's for long term business opportunities

Requirements:

• Proficiency in CRM software (e.g., Salesforce)
• 7 to 10 years of experience solution selling enterprise software solutions, including 10 years selling to Civilan, DoD and FSI’s.
• Selling software to Federal accounts with a strong technical acumen as well as the ability to have a presence with Decision Making Level executives.
• Building and executing on a territory plan (Account-Based Selling, Command the Message, MEDDPICC or other sales methodology to ensure you can develop a long-term selling strategy within these large accounts as well as create short term tactical opportunities.)
• Understanding of the DevOps space with strong focus on Hybrid Infrastructure and CI/CD Automation and/or Compliance.
• Driving demand for newer products as well as professional services.
• Calling on both infrastructure and application development teams.
• You have experience leveraging FSIs, VARs and Alliance partners to deliver solutions with a proven track record of success with these partners
• The customer’s champion. We serve our customers by managing their expectations and delivering what we promise.
• An entrepreneurial-minded spirit—you enjoy the challenge of expanding new territory and have a knack for building land-and-expand strategy.
• You’re passionate about sales and technology.
• A team player—you understand enterprise sales is a challenge best tackled as a team effort. You effectively partner with your sales engineering counterparts, utilizing their technical expertise.
• A skilled negotiator with a knack for identifying the right solutions that best address customers’ needs and articulating the value.
• Gutsy and self-directed. You are skilled at autonomously driving projects in a startup environment. You roll up your sleeves and drive execution and results.

Come work with us! Our team members are valued for their contributions, introduced to new opportunities, and rewarded well. Perforce combines the experience and rewards of a start-up with the security of an established and privately held profitable company.

If you are passionate about the technology that impacts our day-to-day lives and want to work with talented and dedicated people across the globe, apply today!

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