Corporate Account Manager

This is a fully remote position, open to applicants in India.

📋 Description

• Manage and expand a strategic portfolio of enterprise accounts within Mumbai/West India, as well as select Central Government and Public Sector accounts in Delhi/NCR.

• Drive the acquisition of new logos, enhance account growth, and foster long-term customer relationships across DigiCert's Intelligent Trust offerings.

• Cultivate relationships with CISO, CIO, CTO, security and technology leaders, procurement teams, and key business stakeholders.

• Create strategic account plans that outline customer priorities, identify whitespace opportunities, assess competitive positioning, and chart growth trajectories.

• Develop and maintain a robust pipeline to ensure quota fulfillment.

• Lead intricate consultative sales cycles that involve multiple stakeholders, technical evaluations, POCs/POVs, negotiations, and competitive dynamics.

• Employ disciplined qualification methods to comprehend customer challenges, business impacts, urgency, decision criteria, funding, competition, and buying processes.

• Transform DigiCert's capabilities into tangible benefits such as risk reduction, automation, compliance, resilience, and cryptographic agility.

• Focus on developing assigned Central Government, Government-linked, and Public Sector accounts primarily in the Delhi/NCR region.

• Navigate tenders/RFPs, procurement processes, technical assessments, commercial requirements, and partnerships with system integrators.

• Formulate commercial strategies that emphasize customer value, competitive positioning, and purchasing requirements.

• Spearhead complex negotiations with a focus on delivering customer value, maintaining commercial discipline, and nurturing sustainable relationships.

• Utilize channel partners, distributors, and system integrators to broaden customer access and accelerate growth.

• Coordinate internal resources spanning Sales Engineering, Channel, Marketing, SDR, Product, Customer Success, and leadership teams.

• Uphold pipeline and forecasting discipline using Salesforce, Gong, and DigiCert's operational rhythms.

• Deliver precise, evidence-based forecasts while identifying deal risks, competitive threats, and potential delays through to closure.

⛳️ Requirements

• A minimum of 8 years of proven success in enterprise technology sales, preferably in cybersecurity, SaaS, cloud computing, infrastructure, or related tech markets.

• A demonstrated history of generating pipeline, securing new logos, expanding strategic accounts, and consistently meeting quota expectations.

• Proven success in managing extensive, complex, multi-stakeholder enterprise sales cycles.

• Strong executive presence and experience engaging with CISO, CIO, CTO, and other senior decision-makers.

• Preferred strong market knowledge and established enterprise relationships within Mumbai/West India and/or Delhi/NCR.

• Experience selling to Financial Services, regulated industries, Government, or Public Sector organizations is highly regarded.

• Familiarity with PKI, Certificate Lifecycle Management, digital certificates, machine identity, digital trust, or similar cybersecurity solutions is strongly preferred.

• A hunter mentality with the capability to proactively create opportunities.

• Ability to comprehend complex customer environments and develop long-term account strategies.

• Skill in linking technology capabilities to customer and business outcomes.

• Ability to engage and influence senior technology, security, and business leaders.

• Commercial insight in negotiation, competition, pricing, and complex purchasing processes.

• Experience employing structured methodologies such as MEDDPPICC or similar frameworks.

• Capability to leverage partners for access and scalability while maintaining ownership of customer strategy.

• Diligence in pipeline management, forecasting, account planning, and CRM maintenance.

• A bachelor's degree in Business, Marketing, Technology, or a related field is preferred.

• An MBA or advanced degree is beneficial but not mandatory.

🏝️ Benefits

• Generous time off policies

• Comprehensive benefits package

• Support for education, wellness, and lifestyle initiatives