- Aligns customer's desired outcomes and after scenario with Sourcegraph's capabilities
Identifies and delivers proof points to demonstrate value based on the prospect's after scenario and required capabilities
Delivers Business Value Assessments for customers to quantify the value of Sourcegraph
Nurtures Champion relationships; identifies and plans for future land and/or expands opportunities by demonstrating the positive business outcomes achieved |
| | Domain Knowledge | - Deeply understands Sourcegraph's products, competitors, and target personas
Viewed as a trusted partner; earns trust from prospects and customers with domain knowledge; knows when and how to handoff conversations to other partners (i.e. CEs)
Continually expanding knowledge of Sourcegraph's products and competitors; understands the core markets/verticals in which we operate
Ability to provide tailored advice and solutions to each prospect or customer; rapidly builds credibility with target personas - at all levels |
| | Preparation | - Maintains Salesforce cleanliness in opportunity documentation; organizes all other key data points in a coherent, easily understandable manner
Accurately forecasts key milestones and revenue; Clari forecast reflects information in Salesforce
Tracks, assesses and updates opportunity and potential deal size weekly
Meticulously prepares for all steps of the closing process, adapting to all feedback and recommendations throughout
Meticulously prepares for external and internal meetings; respectfully holds others accountable (e.g. CE/SDR/Internal Teammates) for their contributions, based on predefined outcomes
Uses available customer data to understand prospect/customer utilization, including Looker dashboards, survey data, and analytics |
| | Meeting Excellence | - 'Owns the room', with the ability to manage key stakeholders; understands when and how to involve them
Takes pride in their delivery of meetings; knows how to course-correct when necessary; preempts potential roadblocks; time management
Identifies the most pertinent data points from each meeting; understands how to achieve the maximum value from these; relentlessly probes to uncover anything missing
Defines key action points and drives effective recaps and follow-up with meeting participants
Speaks with passion and conviction, instilling confidence and trust from others |
| Sales Process
(Core assessment criteria at key stages in the sales process) | Territory & Account Planning | - Builds their territory as if it were their own business; celebrates successes, reflects on failures and proactively implements changes to prevent future occurrences
Meticulously analyzes assigned territory for opportunities; creating strategic plans for each, which are then executed using available tools
Understands how, when and why to leverage internal partners; does so collaboratively, successfully navigating potential roadblocks and disagreements; secures the commitment of others
Undertakes in-depth research on accounts and associated verticals, using available external and internal Sales Tools |
| | Pipeline Generation | - Develops of a strong pipeline through active outreach and engagement, and effective planning with SDRs
Knows when to double down on pipeline generation, proactively supporting SDRs as needed; does not deflect responsibility to others or require prompting
Tailors messaging to prospects and customers; tries and tests different approaches; proactively shares any learnings with the wider Sales organization
Creates a vision for assigned territory and brings this to life for external and internal partners to generate new pipeline
Creates pipeline that has potential to fill SAO requirements: at least one application of a use case
Holds self accountable to 3x as a minimum
Leverages channels and partnerships to expand reach and impact of PG efforts |
| | Effective Qualification | - Confirms prospect or customer timelines and budget with accuracy
Continuously identify, tests and builds Champions
Qualifies new opportunities by using the SAO requirements
Can pivot from one opportunity to another with ease; understands when to deprioritize opportunities; makes up for any shortfall in revenue by developing others
Command of Message: Understands how to uncover the '3 Whys', current and future pains, negative consequences of inaction, required capabilities and the ideal Sourcegraph solution(s) to drive business outcomes; adapts questioning accordingly |
| | Technical Validation | - Leads and assists to execute successful POCs, partnering closely with CE
Implements Mutual Action Plans to drive toward deal execution with the Champion
Co-create (with CE) a Mutual Engagement Plan to execute a POC
Engages with Champion to validate Mutual Engagement Plan and bring in relevant stakeholders
Discovers technical and business requirements for a successful POC with CE |
| | Deal Execution | - Prioritizes high-impact activity in the sales cycle, utilizing external and internal tools at the appropriate time
Continuously evaluates progress toward committed forecasts; embracing creative solutions in order to overcome obstacles
Is politically savvy; adapts to the culture of each organization
Successfully validates and develops Champions within opportunities; establishes self as a strategic partner to such individuals
Identifies and engages with Decision Makers and Economic Buyers to execute the Legal/Procurement process
Executes multi-threaded stakeholder engagement, managing multiple channels of communications and client chain of command |
| | Closing the Sale | - Proactively identifies potential roadblocks, preparing alternative closing strategies in order to minimize risk and exposure
Communicates clearly and purposefully with all stakeholders, ensuring such individuals are aligned on, and remain committed to, the predefined timeline
Effectively handles objections and can do so across numerous opportunities simultaneously
Anticipates and skillfully navigates objections
Focuses on securing a premium for Sourcegraph's products and services |
| | Manage & Grow | - Effective Renewal Management, inclusive of partnership with relevant internal teams, ensuring customer success (SLA management)
Leads QBRs; communicates product roadmap, and usage, reiterates value
Maintains and expands customer relationships after initial sales have been completed; continuously acts as an extension of their business
– Secures participation in Marketing events and content
Delivers Executive Business Reviews in partnership with core account team and Executive Sponsors
Continues to build and grow Champion while identifying new Champions |
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