Regional Sales Manager- Security

Due to our growth at Black Duck Software, we are seeking a Regional Sales Manager to drive bookings for its application security solutions & services for our commercial accounts. This individual contributor must be highly motivated with a proven track record of quota achievement selling software tools with demonstrated experience selling to software development and security teams. In addition to direct selling responsibilities the Regional Sales Manager must also work with and leverage our channel partners to extend their reach into their territory.

This role will report to the Commercial Sales Manager for Black Duck’s East Americas region. The objective of this position is the selling of license and services agreements within a geographically defined territory to mostly greenfield accounts, and in so doing create a means for the achievement of the revenue target. The Commercial Regional Sales Manager is responsible for ensuring Black Duck customers successfully realize the full value of our 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 Commercial Regional Sales Manager must have exceptional skills and experience in the selling of complex solutions in complicated customer environments. Candidate must be based in the East Coast.

Responsibilities:

• Drive top-line sales revenue in a geographically defined territory
• Drive adoption of software and services agreements in the territory to ensure long-term relationships and maximum contract value
• Collaborate with global team members to foster an excellent sense of community and information sharing
• Focus on relationship building with executives and key decision makers
• Guide prospects through a methodical sales process to facilitate positive outcomes
• Ensure customer success and value
• Represent Black Duck at local and/or industry events
• Maintain accurate Salesforce information and forecasting
• Travel as necessary to client locations (approximately 50% of time traveling)
• Engage channel partners and resellers to extend your reach in your assigned territory

Required Skills & Knowledge

• Minimum 5 years of software sales experience, with at least 3 years of closing experience
• Proven track record of exceeding software sales revenue targets
• Proven ability to manage complex sales cycles
• Proven ability to sell multiyear licensing agreements
• Proven track record selling six figure deals
• Proven ability to build and maintain relationships with clients and executives
• Excellent critical thinking and problem-solving skills
• Excellent communications and presentations skills
• Excellent team skills to work with sales engineers, managers, channel partners & other co-workers

Preferred Experience

• Software development lifecycle tools experience
• Software security sales experience

The base salary range across the U.S. for this role is between $109900-$164900. In addition, this role is eligible for commission. Black Duck offers a competitive total rewards package. The actual compensation offered will be based on a number of job-related factors, including location, skills, experience, and education.