Black Duck, a recognized pioneer in application security, provides SAST, SCA, and DAST solutions that enable teams to quickly find and fix vulnerabilities and defects in proprietary code, open-source components, and application behavior.
With a combination of industry-leading tools, services, and expertise, only Black Duck helps organizations maximize security and quality in DevSecOps and throughout the software development life cycle.
Intermediate - Senior Sales Account Management (Regional Sales Manager)
An ideal goal for this position is the selling of enterprise software and consulting agreements within several named accounts, and in so doing create a means for achievement of the revenue target.
The Regional Sales Manager is responsible for ensuring Black Duck customers successfully realize the full value of the Black Duck software and services.
As such, the position requires extensive relationship building activities along with driving engineering and security cases that ensure the customer is obtaining the maximum value.
To achieve this along with further adoption, the Regional Sales Manager must have proven skills and experiences in the selling of complex solutions in large and complicated customer environments.Key Responsibilities:
- Drive top-line sales revenue in a named list of accounts in the Southeast and Mid-Atlantic region
- Drive adoption of enterprise agreements in the targeted named accounts to ensure long-term relationships and maximum contract value
- Collaborate with global team members to develop an excellent sense of community and information sharing among named accounts
- Proven focus on relationship building with executives
- Guide prospects through a methodical sales process to facilitate
- Ensure customer success
- Represent Black Duck at local and/or industry events
- Maintain accurate Salesforce information
- Software engineering tools experience
- Min 2-3 years of enterprise/commercial software sales experience, particularly in the above-mentioned territory
- Global, Named or Large enterprise account management experience
- Proven track record of exceeding software sales revenue targets
- Proven ability to manage complex sales cycles
- Proven ability to sell multiyear enterprise licensing agreements
- Proven track record selling six-figure deals
- Proven ability to build and maintain relationships with executives
- Excellent critical thinking and problem-solving skills
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