Role Summary and Company Overview

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Sonatype is the software supply chain security company. We provide the world’s best end-to-end software supply chain security solution, combining the only proactive protection against malicious open source, the only enterprise grade SBOM management and the leading open source dependency management platform. This empowers enterprises to create and maintain secure, quality, and innovative software at scale.

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As founders of Nexus Repository and stewards of Maven Central, the world’s largest repository of Java open-source software, we are software pioneers and our open source expertise is unmatched. We empower innovation with an unparalleled commitment to build faster, safer software and harness AI and data intelligence to mitigate risk, maximize efficiencies, and drive powerful software development.

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More than 2,000 organizations, including 70% of the Fortune 100 and 15 million software developers, rely on Sonatype to optimize their software supply chains.

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About the Team:

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Sonatype is rapidly growing its operations in the US Federal market and seeking an experienced Federal Software Sales professional to contribute to a rapidly growing organization.

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As a Federal Enterprise Account Executive, 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.

• 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 (Salesforce.com)

Required Qualifications:

• 8+ years of experience and proven success in selling enterprise software to the US Federal government, ideally Civilian Agencies.
• 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 complex government contracting processes
• Operational excellence 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
• Ability to travel as needed

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.

Securiti solves challenges across governance, privacy, and security. With a foundation in data understanding and a team that was responsible for developing and deploying the market leading CASB & DLP technology, we were able to create a platform from the ground up that leverages automation and workflows to solve complex privacy, data, and security business challenges with a simplified interface promoting collaboration across the business. Ease of use, quick to deploy and customizable are all reasons why companies select Securiti versus stitching multiple vendors together to address their challenges.

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As a CSM (Customer Success Manager) at Securiti, you will use your skillset to build key relationships, working closely with Directors/Managers of Data Security/Privacy/Governance, Data Engineers, Security Architects, and Privacy teams to implement best-in-class modules from Securiti’s Data Command Center. The CSM works with large enterprise and strategic customers and is accountable for ensuring these customers adopt and realize the recurring value from the Securiti Data Command Center. Your results will be increased customer satisfaction, value, retention, and expansion of the Securiti platform footprint.

• Own and drive onboarding, adoption, and advocacy across a portfolio of customers.
• Work with customers to build success plans, establish critical goals, and aid customers in achieving their objectives.
• Design and execute a value roadmap for each customer in your portfolio.
• Establish regular cadence calls (Weekly, Monthly, Quarterly) with each assigned customer.
• Conduct Quarterly business reviews to ensure successful outcomes from Securiti solutions.
• Review executive dashboards and program status, continually measuring and monitoring customer health metrics and KPIs.
• Solidify your position as a trusted advisor/strategic advisor with all customers and drive continued value of our products and services.
• Partner with Securiti Account Team (Account Executives, Solution Architects, Sales Engineers, and Training) to find opportunities for new usage of Securiti across organizational functions, and build contract renewal, upsell, and cross-sell opportunities.
• Define success plans for at-risk customers and execute them in collaboration with the functional team.
• Act as the voice of the customer internally to advocate customers’ needs.
• Leverage internal tools to archive customer activity and other key data points.
• Identify and communicate areas for improvement in the customer experience including both product and process.

Required Qualifications:

• 5+ years relevant work experience in customer success, consulting, post-sales technical account management or similar roles.
• Strong consulting, project management and/or business analyst skills with proven results working as a trusted advisor to drive business value for customers, including the ability to interact with client teams at various levels of technical and non-technical depth.
• Excellent written and verbal communication skills - able to simplify complex topics in a friendly and approachable manner for both executive and end-user audiences.
• Strong knowledge of SaaS and Multi-cloud (AWS, Azure, GCP) architectures, as well as the traditional on-premise model.
• Solid understanding of complementary data security concepts, such as data discovery, DLP, encryption/tokenization, data masking, access control, rights management.
• Familiarity with various types of structured and unstructured data systems across SaaS, Multi-cloud and traditional, self-managed systems.
• Fundamental technological knowledge of networking environments.
• Experience installing and supporting enterprise software on Windows and UNIX platforms.

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Preferred Qualifications:

• Previous experience with a Cyber/data security solutions company and/or an enterprise software company working with large enterprise customers is highly desired.
• Prior experience with Securiti Software solutions is preferred or relevant experience with enterprise applications, security management, systems management, identity management, and/or policy management solutions.
• Up to 30% travel.

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Summary

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At Bishop Fox, security isn't just a job—it's our passion. As leaders in continuous offensive security and penetration testing, we deliver world-class customer experiences. Trusted by over a quarter of the Fortune 100, half of the Fortune 10, and top global media companies, we help safeguard digital landscapes. Our Cosmos platform, honored as Best Emerging Technology by SC Media, exemplifies our commitment to innovation.

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Joining Bishop Fox means collaborating with a curious and dedicated team. You'll tackle complex challenges for some of the world's most recognized organizations, securing their networks against real-world threats. With nearly 20 years of industry contributions—including 16 open-source tools and 50 security advisories published in the past five years—we're committed to making the digital world safer.

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We are expanding and hiring a Solutions Engineer.

• Providing sales and technical pre-sales support to customers, ensuring they comprehend the value and functionality of our offerings.
• Developing and delivering engaging demos, presentations, and solution proposals that address customer needs and highlight our capabilities.
• Conducting product training sessions for customers and channel partners, enhancing their understanding and effective use of our solutions.
• Researching customers' businesses to understand their technology landscapes and associated security concerns, enabling tailored solutions that address specific challenges.

Preferred Qualifications

• 3 years' experience as a pre-sales engineer preferred.
• At least 1 year of experience in offensive security consulting, supporting technical sales of offensive security solutions and services preferred.
• Bachelor's degree in engineering, computer science, or a relevant technical discipline is preferred.

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Other Qualifications

• Broad understanding of IT infrastructure, including Amazon Web Services and other cloud platforms, Linux, and modern web application/API architecture.
• Demonstrated knowledge of software architecture and fundamental networking principles.
• Comprehension of business needs and factors influencing technical and security decisions.
• Ability to establish and cultivate professional, consultative relationships with clients, up to and including the C-level.
• Responsiveness with a focus on timely communication and action, minimizing wait times.
• Willingness and ability to travel 10-20% to client sites and sales meetings.

Why Bishop Fox

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At Bishop Fox, we're driven by a simple mission: deliver exceptional quality to our clients, foster a vibrant and fulfilling environment for our team, and champion excellence within our industry. Our core values, which we live by every day, are:

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• Be Excellent to Each Other
• Do the Right Thing
• Do What You’ll Say You’ll Do
• Get Better Together
• Give a Sh*t

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At Bishop Fox, we're committed to providing benefits that support your well-being and professional growth. Here's a glimpse of what we offer:

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• Generous Time Off and Company-Wide Holidays
• Team Events and International Travel Opportunities
• Work From Home Support
• Monthly Allowance for Cell Phone and Internet
• Training Budget
• Retirement; 401k Matching for Traditional and Roth Accounts in the US
• Health Insurance Options Including Medical, Dental, Vision
• Paid Parental Leave

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Bishop Fox has always allowed its employees to work remotely, and this role could work anywhere in the United States. Our comprehensive benefits program is tailored to meet your needs at an affordable price. We embrace diversity and an inclusive culture. We value our employees and who they are, which fosters a powerful and collective talent base to successfully serve our clients and the security community with unparalleled expertise.

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Bishop Fox is an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected veteran status, or any other characteristic protected by applicable federal, state, or local law. All new hires must pass a background check as a condition of employment.