Perforce is a community of collaborative experts, problem solvers, and possibility seekers who believe work should be both challenging and fun. We are proud to inspire creativity, foster belonging, support collaboration, and encourage wellness. At Perforce, you’ll work with and learn from some of the best and brightest in business. Before you know it, you’ll be in the middle of a rewarding career at a company headed in one direction: upward.
With a global footprint spanning more than 80 countries and including over 75% of the Fortune 100, Perforce Software, Inc. is trusted by the world’s leading brands to deliver solutions for the toughest challenges. The best run DevOps teams in the world choose Perforce.
Position Summary:
The Sales Manager for the Puppet team at Perforce is searching for an Enterprise Account Executive to join the team. We are seeking an experienced, high-energy sales professional with a proven track record of over-achieving quota in the Federal space by working and closing contracts with the Channel. You will represent Puppet and drive the revenue in an existing book of business by protecting the base and growing through expansion and net new logos sourced through Carahsoft, Channel Partners, and Federal Agencies, so you must be a closer who is also an effective prospector. You can create a significant pipeline of business within a short period of time while managing existing accounts and clients to ensure their success. You will need to have experience selling software to Federal customers in the the civilian, DoD Agencies and Federal System Integrator’s, like USDA, VA, FCC, NIH, DHS, USAF, Navy, Army, NSA, GDIT, BAE, CACI, Leidos.
This position will support our Puppet brand. Puppet by Perforce empowers people to innovate through infrastructure automation. For more than a dozen years, Puppet has pioneered the way in which infrastructure and operations teams scale infrastructure in the largest and fastest growing organizations in the world. More than 40,000 organizations — including over 80 percent of the Global 5000 — have benefited from Puppet’s open source and commercial solutions to strengthen customers’ security posture, compliance and business resiliency beyond the data center to the cloud.
Responsibilities:Actively prospect to develop opportunities in large/strategic Civilian, DoD and FSI accountsAttainment of quota, quarterly, and annually.Develop an active and vibrant pipeline, equal to 3x quotaMaintain current, accurate, and active SFDC hygieneProvide timely and accurate forecasts and reports to sales leadershipEnsure the successful rollout and adoption of the Puppet platform through strong account management activities and coordination with pre-and-post sales engineering and support resourcesTravel in order to develop account relationships and close large opportunitiesDevelop account-based selling methodologies like CoM/Meddpicc and building closing plans that can be coordinate with both your local management as well as the executive teamBuild and strengthen the business relationship with current accounts and new prospects by leveraging renewal revenue stream and converting to ELA's for long term business opportunitiesRequirements:Proficiency in CRM software (e.g., Salesforce)7 to 10 years of experience solution selling enterprise software solutions, including 10 years selling to Civilan, DoD and FSI’s.Selling software to Federal accounts with a strong technical acumen as well as the ability to have a presence with Decision Making Level executives.Building and executing on a territory plan (Account-Based Selling, Command the Message, MEDDPICC or other sales methodology to ensure you can develop a long-term selling strategy within these large accounts as well as create short term tactical opportunities.)Understanding of the DevOps space with strong focus on Hybrid Infrastructure and CI/CD Automation and/or Compliance.Driving demand for newer products as well as professional services.Calling on both infrastructure and application development teams.You have experience leveraging FSIs, VARs and Alliance partners to deliver solutions with a proven track record of success with these partnersThe customer’s champion. We serve our customers by managing their expectations and delivering what we promise.An entrepreneurial-minded spirit—you enjoy the challenge of expanding new territory and have a knack for building land-and-expand strategy.You’re passionate about sales and technology.A team player—you understand enterprise sales is a challenge best tackled as a team effort. You effectively partner with your sales engineering counterparts, utilizing their technical expertise.A skilled negotiator with a knack for identifying the right solutions that best address customers’ needs and articulating the value.Gutsy and self-directed. You are skilled at autonomously driving projects in a startup environment. You roll up your sleeves and drive execution and results.Come work with us! Our team members are valued for their contributions, introduced to new opportunities, and rewarded well. Perforce combines the experience and rewards of a start-up with the security of an established and privately held profitable company.
If you are passionate about the technology that impacts our day-to-day lives and want to work with talented and dedicated people across the globe, apply today!
Perforce Software is an Equal Opportunity Employer that does not discriminate on the basis of actual or perceived race, color, creed, religion, national origin, ancestry, citizenship status, age, sex or gender (including pregnancy, childbirth, pregnancy-related conditions, and lactation), gender identity or expression (including transgender status), sexual orientation, marital status, family or relationship structure, military service and veteran status, physical or mental disability, genetic information, gender identity, or any other characteristic protected by applicable federal, state, or local laws and ordinances. Perforce Software's management team is dedicated to this policy with respect to recruitment, hiring, placement, promotion, transfer, training, compensation, benefits, employee activities, access to facilities and programs, and general treatment during employment.
