Corporate Account Manager at DigiCert in India Remote

Job description

• As a Corporate Account Manager, you will own and grow a portfolio of strategic enterprise accounts across Mumbai/West India, along with selected Central Government and Public Sector accounts in Delhi/NCR. You will drive new-logo acquisition, expand existing customer relationships, and position DigiCert as a long-term strategic partner for digital trust, security, compliance, and cryptographic agility.
• This is an opportunity for an accomplished enterprise seller with a hunter mindset who enjoys developing markets, building executive relationships, and leading complex technology sales.

Responsibilities

• Enterprise Account Growth & New Business
• Own a portfolio of strategic enterprise accounts across Mumbai/West India, together with selected Government and Public Sector accounts in Delhi/NCR.
• Drive new-logo acquisition, account expansion, and long-term customer growth across DigiCert's Intelligent Trust portfolio.
• Build multi-threaded relationships with CISO, CIO, CTO, security and technology leaders, procurement, and senior business stakeholders.
• Develop strategic account plans that identify customer priorities, whitespace opportunities, competitive positioning, and a clear path to growth.
• Pipeline & Opportunity Execution
• Proactively build and maintain a healthy, qualified pipeline to support sustained quota achievement.
• Lead complex, consultative sales cycles involving multiple stakeholders, technical evaluations, POCs/POVs, commercial negotiations, and competitive situations.
• Apply disciplined qualification to understand customer pain, business impact, urgency, decision criteria, funding, competition, and buying process.
• Translate DigiCert's capabilities into measurable customer outcomes including risk reduction, automation, compliance, resilience, and cryptographic agility.
• Government & Public Sector
• Develop assigned Central Government, Government-linked, and Public Sector accounts primarily within Delhi/NCR.
• Navigate tenders/RFPs, procurement processes, technical evaluations, commercial requirements, and relevant partner or system-integrator ecosystems.
• Build relationships beyond procurement with key technology, security, and business decision-makers.
• Commercial & Partner Leadership
• Develop and lead commercial strategies based on customer value, competitive positioning, and buying requirements.
• Navigate complex negotiations with a focus on customer value, commercial discipline, and sustainable relationships.
• Leverage channel partners, distributors, and system integrators to expand customer access and accelerate growth while retaining ownership of account and deal strategy.
• Orchestrate internal resources across Sales Engineering, Channel, Marketing, SDR, Product, Customer Success, and leadership to advance strategic opportunities.
• Forecasting & Execution
• Maintain strong pipeline and forecast discipline using Salesforce, Gong, and DigiCert's operating rhythms.
• Provide accurate, evidence-based forecasts supported by customer commitments and clearly defined next steps.
• Proactively identify deal risks, competitive threats, and potential slippage while maintaining strong ownership through closure.

Requirements

• What you’ll bring
• 8+ years of successful enterprise technology sales experience, ideally within cybersecurity, SaaS, cloud, infrastructure, or related technology markets.
• Proven track record of creating pipeline, winning new logos, expanding strategic accounts, and consistently delivering against quota.
• Demonstrated success managing large, complex, multi-stakeholder enterprise sales cycles.
• Strong executive presence with experience engaging CISO, CIO, CTO, and other senior decision-makers.
• Strong market knowledge and enterprise relationships within Mumbai/West India and/or Delhi/NCR preferred.
• Experience selling into Financial Services, regulated industries, Government, or Public Sector organizations is highly valued.
• Experience with PKI, Certificate Lifecycle Management, digital certificates, machine identity, digital trust, or adjacent cybersecurity solutions is strongly preferred.
• Bachelor's degree in Business, Marketing, Technology, or a related field preferred.
• MBA or advanced degree advantageous but not required.

Skills

Required

• Enterprise technology sales
• Pipeline creation
• New logo acquisition
• Account expansion
• Executive presence
• Strategic account planning
• Forecasting and pipeline management
• CRM hygiene (Salesforce, Gong)
• Negotiation
• Commercial strategy
• Partner and channel management
• Collaboration

Benefits

• Generous time off policies
• Top shelf benefits
• Education, wellness and lifestyle support