Black Duck Software, Inc. helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. 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.
Black Duck Software is a leader for 2025 in the Gartner Magic Quadrant for Application Security Testing (AST), in recognition of our vision and ability to execute. Security and risk management leaders need to meet tighter software delivery deadlines and test more- complex applications by integrating and automating AST in the software life cycle eliminating risk before it puts them at risk. Every business runs software, and defects in software create risk. We’ve developed the most powerful products and services to create one comprehensive platform that enables our customers to detect and remediate defects across their entire SDLC. To find out more about Black Duck, check out blackduck.com.
Due to our growth and need to fulfill demand, Black Duck Software, a Gartner Magic Quadrant for Application Security Testing (AST) is seeking a Regional Sales Manager for our Eastern and TOLA State, Local and Education (SLED) Region to drive software and services bookings for our Public Sector Business Unit. This region includes Texas and New York.
This individual contributor must be highly motivated and a proven sales executive in the SLED market with demonstrated experience selling to software development and security teams. The Regional Sales Manager will report to the Vice President of Public Sector, and will work closely with his or her Sales Engineer, Public Sector Marketing Manager, Sales Development Representative, and Renewal Representative.
A principal goal for this position is the selling of enterprise agreements within the SLED East and TOLA territory to achieve the bookings target. The position requires extensive relationship building activities, discovery of prospect requirements, developing a solution that meets the requirements, and developing a quantifiable business case that ensure the customer is obtaining the maximum value. To achieve this along with further adoption, the Regional Sales Manager must have strong skills and experience in selling complex solutions in large and complicated customer environments.
Preferred Experience
- Software engineering tools experience
- Security software sales experience
- Global, named or large enterprise account management experience
- Experience in selling to State, Local and Educational accounts in the eastern and TOLA U.S.
- Experience with channel partners and lobbyists in the SLED Eastern and TOLA region
Responsibilities
- Drive top-line sales revenue in the SLED Eastern and TOLA region
- Drive adoption of enterprise agreements in the targeted named accounts to ensure long-term relationships and maximum contract value
- Collaborate with team members to foster a strong sense of community and information sharing among SLED and other Public Sector regions
- Strong focus on relationship building with executive decision makers
- Guide prospects through a methodical sales process to facilitate decisions
- Ensure customer success
- Represent Black Duck Software at local and/or industry events
- Maintain accurate Salesforce account and opportunity information
- Maintain Clari forecasting information
- Travel as necessary to client locations (approximately 50% of time traveling)
Required Skills & Knowledge
- Minimum 6 years enterprise software sales experience
- Extensive knowledge of the SLED market in the Eastern and TOLA region.
- Proven track record of exceeding software sales revenue targets
- Proven ability to manage complex sales cycles
- Proven track record selling six-or-seven figure deals
- Proven ability to build and maintain relationships with executive decision makers
- Excellent critical thinking, analytical and problem-solving skills
- Excellent communications and presentations skills
The base salary range across the U.S. for this role is between $133,800-$200,700. 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.
Black Duck considers all applicants for employment without regard to race, color, religion, sex, gender preference, national origin, age, disability, or status as a Covered Veteran in accordance with federal law. In addition, Black Duck complies with applicable state and local laws prohibiting discrimination in employment in every jurisdiction in which it maintains facilities. Black Duck also provides reasonable accommodation to individuals with a disability in accordance with applicable laws.
