Corporate Account Manager – DigiCert

Job summary

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.

What’s the team like?

At DigiCert, we pride ourselves on being collaborative and customer-first. Our teams work closely across Sales, Sales Engineering, Channel, Marketing, Product, and Customer Success, with a shared focus on helping customers succeed.

What you will do

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.

Typica customer profile

You will engage with:

• Large strategic enterprises and named accounts across Mumbai and West India
• Financial Services and other highly regulated industries
• Large technology, industrial, and critical infrastructure organizations

Typical stakeholders include CISO, CIO, CTO, Security and Technology leadership, Procurement, and senior business decision-makers.

What you will have

What will make you successful

• Hunter Mindset: You actively create opportunities rather than waiting for pipeline.
• Strategic Selling: You understand complex customer environments and build long-term account strategies.
• Value-Based Selling: You connect technology capabilities to meaningful customer and business outcomes.
• Executive Influence: You can credibly engage and influence senior technology, security, and business leaders.
• Commercial Acumen: You confidently navigate negotiation, competition, pricing, and complex buying processes.
• Qualification Discipline: You use structured methodologies such as MEDDPPICC or equivalent to progress and forecast opportunities.
• Partner Leadership: You know how to use partners to create access and scale without losing ownership of the customer strategy.
• Operational Excellence: You bring rigor to pipeline management, forecasting, account planning, and CRM hygiene.
• Collaboration: You effectively bring together internal and external teams to win complex opportunities.