Regional Account Manager - Federal Washington, D.C. /

Company: Sonatype

Sonatype is the software supply chain management company. We're on a mission to change how the world innovates by making software development easier. From running the world's largest repository of Java open source components (Maven Central) to inventing componentized software development, and then software supply chain management, to creating the only solution that stops malicious open-source malware in its tracks, we're constantly leading the industry while helping thousands of customers manage open source every day.

Already used by 15 million developers, we have lofty goals for our technology to be in the hands of every engineering team. And, we need you to do that. Join us!

Learn more at

About the Team:
Sonatype is rapidly growing its operations in the US Federal market and seeking an authority Federal Software Sales professional to supply to a rapidly growing organization.
As a Federal Regional Account Manager, you will be responsible for new ACV revenue generation within assigned Federal accounts to include new account acquisition and expansion. In addition, you will have ownership of the entire sales cycle, pipeline management, strategic account plans and customer relationships across your territory.

What you’ll do:

    • Consistently exceed quarterly sales goals by winning new accounts and growing existing accounts while achieving success for your customers
    • Use a consultative value-based selling approach to discover customer/prospect business drivers and technical requirements, and align them to Sonatype’s differentiated capabilities in competitive sales campaigns
    • Become an authority in positioning and presenting Sonatype’s outstanding value proposition in meetings, presentations, phone calls, emails and proposals
    • Develop business relationships with prospects, customers and partners at both executive and practitioner level, to result in growing demand for Sonatype’s software products
    • Continuously identify, qualify, develop and lead a robust sales opportunity pipeline
    • Regular prospecting and continuous follow-up on all potential sales opportunities
    • Develop and maintain strong internal collaboration with sales engineering, inside sales, marketing, customer success, sales operations and other teams
    • Demonstrate command of your business through account/opportunity knowledge, quarterly business reviews, business plans, deal strategy and a focused approach to forecasting and pipeline management in Sonatype’s CRM system (

What you offer:

    • 8+ years of experience and shown success in selling enterprise software to the US Federal government
    • Knowledge and experience selling software solutions related to the following: software development, software supply chain management, application security, open source software governance, code quality, DevOps, DevSecOps
    • Validated history of building a Federal sales territory, hunting new accounts and winning business in competitive selling environments
    • History of success selling directly to government agencies and through resellers and Federal systems integrators
    • Passion for solving customer problems with innovative technology
    • Outstanding written and verbal communication skills, executive polish and presence, and outstanding skills in delivering persuasive value-based sales presentations, leading productive meetings and writing with impact
    • Ability to establish trust with senior-level decision makers and technical buyers in Software Development, Application Security and IT Operations environments
    • Familiarity with federal procurement procedures and experience steering deals through sophisticated government contracting processes
    • Operational competence in account planning, deal strategy, pipeline management and forecasting
    • Growth mindset and team-player attitude that embraces a multifaceted high-performance and rapidly evolving environment
    • BS or BA degree
    • Ability to travel up to 50% if vital when normal conditions return.

At Sonatype, we value diversity and inclusivity. We offer perks such as parental leave, diversity, and inclusion working groups, and flexible working practices to allow our employees to show up as their whole selves. We are an equal opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. If you have a disability or special need that requires accommodation, please do not hesitate to let us know.


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