LATAM Account Manager

Why should I Apply:

At Sonar, we’re a group of brilliant, motivated, and driven professionals working hard to help organizations build responsible, secure, high-quality code quickly and systematically. We build solutions that don’t just solve symptoms of problems – we fix problems at the source – source code, to be specific.

We have a dynamic culture with employees worldwide and hub offices in the USA, Switzerland, the UK, Singapore, and Germany. We believe team members should have the opportunity to come to work every day, work on a product they are proud of, love what they do, and feel energized by their peers. With our roots deep in the open source community, we’re all about the mission: provide solutions that deliver Clean Code.

The impact you will have

The LATAM Account Manager plays a crucial role in our sales organization. They will be responsible for working with existing customers that are headquartered in Latin America. You will be responsible for managing the relationship between Sonar and your assigned account set. You will work closely with your customers to identify new business opportunities and ensure renewals. Your expertise will be critical in helping articulate the value of our products, and work with your customers to continue the growth and adoption of our products within their accounts. Ideally, you have sold technical products before.

• You will schedule meetings and maintain a regular cadence of health checks and account reviews with key stakeholders in your assigned customer base
• Own the full expansion sales cycle, from identifying opportunities to contract negotiation and closing
• Proactively identify opportunities to increase license usage, cross-sell and drive expansion revenue
• Work with renewal, support and sales engineering teams to ensure a high renewal rate across your assigned accounts
• Work closely onboarding, sales engineering and marketing to develop tailored account expansion strategies
• Interact with customers over the phone, email, and video conference
• Proactively engage in building, growing, and sharing sales team best practices
• Utilize Salesforce.com and Clari to track and report on expansion opportunities, account health, and pipeline progression to ensure continued revenue growth
• Leverage sales tools and MEDDPICCC to strongly qualify and close new sales opportunities within your account set
• Provide exceptional customer service and engagement to find and close expansion opportunities
• Become an expert in new add on and products that Sonar is taking to market to be able to cross sell these into existing SonarQube customers. 

• Proven sales success of 3+ years of experience in a B2B sales role, ideally in a SaaS or subscription model. Focus on building and managing customer relationships. Experience selling a technical product to a technical buyer.
• Proven success in ensuring a  high renewal rate as an account manager
• Proven success in finding new growth opportunities within an assigned account set
• Familiarity in supporting and selling to Latin America based customers by managing and negotiating software sales deals.
• Track record of leveraging VARs and Partners in LATIN America to better serve customers and find new opportunities
• Ability to drive the sales process effectively through phone calls, emails, and virtual and on-site meetings.
• Proficiency in communicating with executive-level contacts and delivering value messages based on the persona you are engaging with (bottom/up and top/down approach)
• Salesforce.com expertise; you know it and can’t imagine sales without it.
• Customer-Centric focus; We Want Happy Customers.
• Language Skills: English and Spanish (Portuguese would be a plus)

• Growth Mindset and Ownership: Someone who is a self starter that can thrive in an evolving environment and is hungry to maximize success in their territory
• Strong communication and listening skills: handling objections and taking feedback and coaching.
• Team player interested in seeing the company goals achieved alongside the team and individual goals.
• Self-driven, desire to succeed, hungry, and proactive attitude.

• Experience in Software Development Tooling sales or experience selling into the Development side of IT.
• Command of the Message or MEDDPICCC Trained

Why you will love it here:

• Our culture and mission set us apart. We have a dynamic work culture that values respect and kindness – and embraces the right to fail (and get right back up again!). We believe that the best idea wins and everyone has a voice.

• We believe that great people make a great company. We value people skills as much as technical skills and strive to keep things friendly and laid-back while still being passionate leaders in our domains. Our 550+ SonarSourcers from 33 different nationalities can relate!

• We embrace work-life balance. It is important to maintain a healthy work-life balance. This is why we have a flexible work policy that includes remote and in-office hybrid work (minimum three days a week in the office - Monday/Tuesday/Thursday).

• We have a growth mindset. We love to learn and believe that continuous education is critical to our success. In an ever-changing industry, new skills are a must, and we're happy to help our team acquire them.

We prioritize Diversity, Equity, and Inclusion:

At Sonar, we are a global workforce and recognize the value of different backgrounds, and global cultures.

We are committed to creating a diverse work environment and are proud to be an equal-opportunity employer. All qualified applicants will be considered for employment without regard to race, colour, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

All offers of employment at Sonar are contingent upon the clear results of a comprehensive background check conducted prior to the start date.

Please note that applications submitted through agencies or third-party recruiters will not be considered.