Strategic Value Director, sonatype
Software supply chain management platform
Be an early applicant
Software supply chain management platform
501-1000 employees
Be an early applicant
501-1000 employees
Company mission
To change how the world innovates by making software development easier.
Role
Who you are
- Demonstrated subject matter expertise across the software development lifecycle, especially in DevOps and Cybersecurity
- Deep and practical understanding of version control, CI/CD tooling, artifact repository management, IDEs, code quality and testing, OSS governance and security, configuration management, containerization and orchestration, AI-code assist
- Years of success in the sale of technical solutions within the software development lifecycle
- Proven track record of successfully running the marathon that is the management and growth of strategic accounts with multi-million dollar annual recurring revenue
- Strong business acumen with the ability to understand and map solutions to customers' desired business outcomes
- Exceptional relationship building, communication, and negotiation skills with executive presence
- Collaborative team player with the ability to work cross-functionally with internal and external stakeholders
- Self-motivated with a bias for action, a drive for achieving ambitious goals, and the courage to be bold, but not reckless
- Strong analytical skills and experience using data to drive strategy and decision-making
What the job involves
- N this critical role, in addition to driving outcomes within a defined set of customers, you will be responsible for growing and defending these highest value customer relationships in a complex, competitive market
- As the lead point of contact for your specific set of Strategic Accounts, you will be responsible and rewarded for achieving growth targets and driving the ongoing success of Sonatype’s footprint within each customer account
- Of course, to ensure your success in the role, you will collaborate with a team of highly experienced and intensely customer-focused Customer Success Engineers, Solutions Delivery Engineers, Technical Support Engineers, etc., in addition to peers within our Product & Technology and Marketing organizations
- You'll serve as a strategic Sonatype platform expert in the context of each customer’s software development lifecycle, partnering with customer executives, champions, influencers, and practitioners to maximize the value of deployed Sonatype solutions and drive greater value for customers and Sonatype alike by identifying and closing new growth opportunities
- As the lead point of contact for a portfolio of strategic accounts, develop deep and wide strategic relationships with key personnel and executive
- In concert with your Customer Success partners, closely monitor usage, adoption, and health-oriented metrics to identify risks and opportunities in a timely manner
- Serve as a voice of the customer, providing customer insights and feedback to internal teams to influence product roadmaps and service improvements
- Prepare, deliver, and facilitate quarterly success reviews, executive business reviews, roadmap reviews, and product demonstrations as appropriate, to ensure Sonatype value and ROI are continuously realized and acknowledged by key influencers, champions, and executive stakeholders
- Introduce and cultivate customer peer engagement and cross-pollination
- Cultivate and nurture a pipeline of new business opportunities within a defined set of Strategic accounts by executing expansion plays including: cross-sells, up-sells, and new division opportunities
- Accurately forecasting closure, while negotiating favorable deal terms professionally and on time
- Uncover and influence customer priorities, desired outcomes, and internal challenges at their root in concert with customer decision-makers and influencer stakeholders, to create, maintain, and coordinate the execution of comprehensive account plans (inclusive of org structure) focused on both customer value and achievement of Sonatype’s ARR growth and retention targets
- Collaborate closely with cross-functional partners from Customer Success Engineering, Product Management, Product Marketing, and Solutions Delivery Engineering, to align and execute on a give-get account strategy
Salary benchmarks
Our take
Sonatype has been a heavy weight in the world of supply chain management since 2008. Specializing in analzying and securing open-sopurce code, it plays a crucial role behind the scenes of some of the world's largest tech player, including Apple, and Linux. With over a decade of experience, its won a reputation as a go-to in the software supply chain space.
A major turning point for the company came in 2019, when private equity giant Visa Equity PArtners acquired it, signaling some serious momentum. Fast forward to 2022, and Sonatype hit a big milestone: $100M in annual recurring revenue and a growing global workforce. It also revealed it will be going public, riding the wave of explosive interest in cybersecurity and software supply chain tools.
The market for these tools is cleary heating up but Sonatype isn't just another name in the crowd, it's got longevity, credibility, and a good eye for spotting what's next. In a space that's growing fast and always changing, Sonatype's deep roots and ongoing growth certainly give it a solid edge.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 6 rounds)
Sep 2018
$80m
GROWTH EQUITY VC
Feb 2016
$30m
GROWTH EQUITY VC
Total funding: $154.7m
Company benefits
- Competitive benefits package
- Flexible work and schedule
- Annual wellness week
- Paid volunteer time off
- Full parental/maternity (birth or adoption) leave
Company HQ
Maple Lawn, Fulton, MD
Leadership
Brian Fox
(Co-Founder & CTO)Currently OpenSSF Governing Board Member at OpenSSF and Official Member at Forbest Technology Council and Apaches Software Foundation.
Wayne Jackson
(CEO)Joined Sonatype in 2010 as CEO. Previously the CEO of Sourcefire (part of Cisco) and Riverbed Technologies.
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