Identify enterprise accounts using competing or incumbent software supply chain, repository management and application security technologies.
Develop account-specific competitive displacement strategies based on customer challenges, technical requirements and business outcomes.
Demonstrate a strong understanding of the competitive landscape, including organisations such as JFrog, Snyk, Black Duck, Mend, GitHub, GitLab, Checkmarx and Veracode.
Understand where Sonatype's intelligence, security capabilities, platform breadth and preventative approach provide meaningful customer differentiation.
Lead sophisticated enterprise sales cycles involving multiple stakeholders, technical evaluations, proofs of value, procurement and executive decision-making.
Develop strong economic buyer relationships and build compelling financial, operational and security business cases.
