Strategic Account Manager, DACH

Who you are

You have a strong background in account management, ideally with 5+ years of experience in a similar role, where you've successfully managed high-value strategic accounts. Your ability to blend technical fluency with business acumen allows you to understand and address customer needs effectively. You are a proactive communicator who builds strong relationships with clients, ensuring they view Sonatype as an essential partner in their software supply chain security. You thrive in a collaborative environment, working closely with Customer Success and Solutions Engineers to deliver exceptional service and drive customer satisfaction.

Your expertise in the software development lifecycle (SDLC) equips you with the knowledge to map Sonatype solutions to critical business outcomes. You are comfortable discussing technical details with clients and can articulate the value of our offerings in a way that resonates with their business goals. You are results-driven and have a track record of defending existing annual recurring revenue (ARR) while identifying opportunities for expansion within your accounts.

Desirable

Experience in the DACH region is a plus, as is familiarity with software supply chain security solutions. You have a knack for identifying growth opportunities and are skilled at negotiating contracts and renewals. Your analytical mindset helps you assess account performance and develop strategies for improvement. You are adaptable and can pivot quickly in response to changing customer needs or market dynamics.

What you'll do

In this role, you will act as the strategic heartbeat for Sonatype's most critical customers in the DACH region. You will be responsible for managing a defined set of high-value strategic accounts, ensuring they achieve lasting success with our solutions. Your primary focus will be on defending existing ARR through renewals and driving aggressive growth through account expansion. You will leverage your deep subject matter expertise in the SDLC to align Sonatype's offerings with the specific needs of your clients.

You will collaborate closely with a team of Customer Success and Solutions Engineers, ensuring that your customers receive the support they need to maximize the value of our solutions. You will conduct regular check-ins with clients to assess their satisfaction and identify any potential issues before they escalate. Your role will involve developing account plans that outline strategies for growth and success, and you will be responsible for executing these plans in partnership with your clients.

Additionally, you will participate in strategic discussions with internal stakeholders to provide insights on customer feedback and market trends. Your ability to analyze data and metrics will help inform your approach to account management and drive continuous improvement in customer engagement. You will also be involved in contract negotiations and renewals, ensuring that terms are favorable for both Sonatype and our clients.

What we offer

At Sonatype, we are committed to empowering our employees with the tools and resources they need to succeed. We offer a flexible remote work environment that allows you to balance your professional and personal life effectively. Our culture is built on collaboration, innovation, and a shared commitment to building safer software. You will have the opportunity to work with a talented team of professionals who are passionate about software supply chain security and dedicated to helping our clients succeed.

We provide competitive compensation packages, including performance-based incentives and opportunities for professional development. As part of our team, you will have access to ongoing training and resources to enhance your skills and advance your career. We encourage you to apply even if your experience doesn't match every requirement — your unique perspective and expertise could be the perfect fit for our team.