Associate Account Executive – OpenLogic

Perforce develops DevOps tools that improve software quality and security as well as team productivity for several of the world’s leading companies, such as PIXAR, CD Projekt Red, NASA, Verizon, Honda, NVIDIA.

Position Summary:
Perforce Software is looking for an Associate Account Executive for the OpenLogic Team who have proven experience selling to (Developer Communities, VP and C-level executives) to help grow our footprint into large, complex accounts. The Associate AE will work within a team of sales professionals, including technical sales staff and professional service engineers, to promote OpenLogic  services with the goal of closing new business.  If you have a passion for complex problem-solving and identifying unique opportunities to enable both small and large organizations to improve and expand their capabilities, then we want to talk to you!

OpenLogic provides enterprise services for hundreds of open-source projects, including OpenJDK, Kubernetes, CentOS, and MariaDB. With OpenLogic, teams boost efficiency and reduce risk.

Responsibilities:

• Become an expert on Perforce software solutions and connect that knowledge directly to customer needs and requirements to identify, uncover, and develop new account opportunities utilizing solution-selling and value-selling techniques to effectively guide sales process to close.
• Ownership of the full sales cycle to include: Identifying revenue growth opportunities, establishing relationships with key stakeholders, complex negotiation and completing post sale customer review.
• Develop strategies and coordinate cross-functional product offerings to help customers maximize the value from Perforce solutions.
• Responsible for driving net new business and increasing net new logos through prospecting activities and selling to new accounts.
• Leverage and coordinate cross-functional internal teams (Engineering, Marketing, Product, Customer Success, Support) to efficiently navigate complex, executive level sales cycles.
• Focused on building relationships with existing customers to expand our license count and add new products from our portfolio into our accounts.
• Demonstrates our products and tailor messages for buyers.
• Drives market and product feedback through to Development and Product Management.
• Provide timely and accurate forecasts, clear visibility on sales opportunities and revenue performance by actively and accurately managing your pipeline of opportunities.
• Weekly 1:1’s with sales leadership and OpenLogic team calls to help share experiences with client interactions.

• Three or more years of direct enterprise sales experience, with a focus on technical / professional services and support.
• Worked for and/or sold into Software required, Open-Source Software knowledge preferred.
• Proven top performer (consistently overachieves quota) selling into the Fortune 1000.
• Experience selling directly into complex enterprise environments.
• Understanding of the Software Development Life Cycle (SDLC), DevOps or Agile Development practices.
• Excellent written and verbal communication skills exhibited with internal and external clients.
• Hunger and ability to understand new products and technology with the ability to articulate their value-add.
• Superior presentation and storytelling skills in person and virtually.
• Ability to learn from mistakes and maintain a positive attitude during the onboarding process and beyond
• Strong time management skills.
• Proactive territory management, prospecting and “trailblazing”, new logo (hunter) role.
• List the years of educational and professional experience that is necessary for the position.
• Bachelor’s Degree or equivalent experience.
• Include technologies & certifications, if applicable.
• Sports-minded (i.e. competitive).