Veracode

Account Manager

• Develop and maintain strong relationships with existing and potential MSP channel partners within your assigned region; Collaborate with partners to understand their business needs and align them with our cybersecurity solutions; Drive partner engagement through regular communication, training programs, and joint marketing activities.
• Work closely with channel partners to develop sales plans and strategies to meet revenue targets; Provide sales enablement support, including training, collateral, and product information; Track partner performance metrics, pipeline, and sales forecasts to ensure achievement of quarterly and annual sales goals.
• Monitor market trends, competitor activities, and customer feedback to identify new opportunities and challenges; Utilize market insights to develop effective strategies for channel growth and competitive positioning.
• Collaborate with internal teams such as marketing, product management, and sales to support channel initiatives; Advocate for channel partners internally, ensuring their needs are addressed and their feedback is incorporated into company strategies.
• The ability to provide clear timely feedback and management reports on progress, obstacles and opportunities to accurately forecast new business; report business partner status and sales opportunities to management team, keeping accurate and up-to-date records in salesforce.com

Senior Channel Account Manager – MSPs

Technical Customer Success

• Discover and understand the technologies, solutions, constraints, and challenges for a cloud security, application security, and vulnerability management program
• Match Veracode solutions to customer's technical, security, and business needs.
• Assist and advise on the effective use of Veracode security products and their alignment with a customer's environment.
• Collaborate with Customer Success Manager on designated accounts through customer onboarding to ensure a successful customer launch.
• Demonstrate and integrate Veracode products across the entire software development toolchain.
• Present Veracode’s vision, strategy and product roadmaps to executives and technical management.
• Provide customer-oriented feedback to internal product development groups to guide the future direction of Veracode solutions.
• Keep abreast of security industry trends, emerging development technologies and apply them to improve customer’s technical goals.

Senior Customer Success Engineer

Account Executive

• Create and execute a strategic territory plan to attract and close business leveraging cross-functional relationships
• Accurately forecast and deliver a predictable sales cycle, and understand and engage with upper management to move deals through complex sales cycles
• Work closely with Customer Success and Renewals teams to maximize revenue within existing accounts
• Challenge, consult with and inspire our prospects & customers to think differently, beyond immediate needs, to engage in a value-based sales motion from initial discovery through proof of concept to purchase order
• Continuous sales training and Veracademy learning opportunities to further elevate your career

Account Executive, SMB

Sales

• Hire, onboard, and develop a team of Enterprise Account Executives focused on acquiring new customers in the Western U.S.
• Set clear performance expectations, coach to sales excellence, and ensure execution of territory plans.
• Foster a culture of proactive prospecting, outbound engagement, and creative pipeline generation.
• Partner closely with marketing, SDRs, and channel teams to drive multi-threaded demand.
• Collaborate with regional partners, resellers, and system integrators to expand reach and accelerate sales cycles.
• Drive rigorous pipeline management, forecast accuracy, and execution against quarterly quotas.
• Leverage MEDDPICC or similar methodology to instill strong deal qualification and inspection discipline.
• Be a player/coach—willing to dive into key customer meetings and help close high-impact opportunities.

Director, Sales – West Region

Security Engineer

• Drive implementation, adoption and advanced use of security tools and best practices.
• Analyze security risks, network activity and system logs for anomalies and suspicious or malicious activity.
• Maintain and upgrade existing security systems to protect against new and evolving threats.
• Document, communicate, and advise management on security posture.
• Create and implement mitigation strategies through automation and security-as-code solutions.
• Work with other departments to integrate security into business operations and foster a security-first culture.

Cyber Security Engineer

• Responsible for the full sales cycle, prospect to close within assigned geographic territory
• Create and execute a strategic territory plan to attract and close business leveraging cross-functional relationships with business development and marketing as well as regional partners and system integrators
• Accurately forecast and deliver a predictable sales cycle, and engage with upper management to move deals through complex sales cycles
• Challenge, consult with and inspire prospects to think differently and engage in a value-based sales motion from discovery through proof of concept to purchase order
• Participate in industry-leading events and pursue continuous sales training and development

Principal Account Executive

Compliance

• Build Customer Trust Through Assurance.
• Manage and respond to customer security questionnaires and due diligence requests.
• Serve as a trusted advisor to customers and prospects, clearly explaining Veracode’s security and compliance postures.
• Support preparation for external audits, customer audits, and certification initiatives.
• Maintain audit-ready documentation and evidence repositories; support and track remediation efforts.
• Establish scalable and efficient processes for Customer Assurance and risk communication.
• Own and maintain Veracode’s Customer Trust Center.
• Monitor compliance trends and customer expectations to inform continuous GRC improvement.
• Mentor and guide junior colleagues, contributing to a culture of knowledge sharing.
• Assist with IT risk assessments and control reviews; maintain compliance with frameworks such as SOC 2, FedRAMP, GDPR, and other compliance or regulatory frameworks.
• Collaborate with Legal, IT, Engineering, Product, and Sales to align risk and compliance with business objectives.

Senior IT Risk and Compliance Professional

• Own and drive additional revenue within existing Veracode customers through upsells, cross-sells, and deeper platform adoption.
• Identify customer needs via discovery and align Veracode value proposition to customer outcomes.
• Execute full sales cycle within accounts using MEDDPICC: qualification, business case development, forecasting, and negotiation.
• Build and maintain trusted advisor relationships with key stakeholders across client organizations.
• Deliver accurate forecasts and account updates to sales leadership.
• Partner with Customer Success, Product, and Marketing to ensure customer satisfaction and influence the product roadmap.
• Act as a strategic advisor helping enterprise clients achieve their risk and security goals using Veracode's Application Risk Management platform.