Principal Account Manager

Principal Account Manager 

Looking for an innovative, high-growth, multi-award-winning company in one of the hottest segments of the security market?  Look no further than Veracode!  

Veracode is a global leader in Application Risk Management for the AI era. Powered by trillions of lines of code scans and a proprietary AI-generated remediation engine, the Veracode platform is trusted by organizations worldwide to build and maintain secure software from code creation to cloud deployment.  

We're seeking a Principal Account Manager to own and drive additional revenue within existing Veracode customers. This high-impact role is ideal for someone with a strong sales acumen, a strategic mindset, and a passion for helping enterprise clients achieve their risk and security goals through innovative solutions. 

Learn more at www.veracode.com, on the Veracode blog, and on LinkedIn and Twitter.  

What you will be responsible for:  

• Account Expansion: Identify and execute opportunities to grow existing enterprise accounts through upsells, cross-sells, and deeper platform adoption. 
• Discovery & Value Alignment: Uncover customer needs through discovery, map them to our value proposition, and clearly articulate differentiated value. 
• Sales Process Execution: Drive the full sales cycle within existing accounts using MEDDPICC methodology, including qualification, business case development, forecasting, and value-based negotiation. 
• Relationship Management: Build and maintain trusted advisor relationships with key stakeholders across client organizations. 
• Forecasting & Reporting: Deliver accurate and timely forecasts and account updates to sales leadership. 
• Cross-Functional Collaboration: Partner with Customer Success, Product, and Marketing teams to ensure customer satisfaction and to influence the product roadmap based on client feedback. 

Required Skills: 

• Account Expansion: Identify and execute opportunities to grow existing enterprise accounts through upsells, cross-sells, and deeper platform adoption. 
• Discovery & Value Alignment: Uncover customer needs through discovery, map them to our value proposition, and clearly articulate differentiated value. 
• Sales Process Execution: Drive the full sales cycle within existing accounts using MEDDPICC methodology, including qualification, business case development, forecasting, and value-based negotiation. 
• Relationship Management: Build and maintain tr