Sales Account Management, Director

Black Duck Software, the leader in Gartner’s magic quadrant for application security testing, is looking for a results-oriented Senior Director of Sales to lead its India sales team. 

This position reports to the Executive Director of APAC sales. The Director of Sales will manage a team of regional sales managers responsible for driving new logos and new business growth of application security solutions to enterprise/commercial customers and prospects. We are looking for a highly motivated individual that has a successful track record of sales achievement managing both a direct and indirect sales channel, with proven ability to hire and motivate top sales talent.

Job Responsibilities

• Drive country growth through exceptional sales planning and execution
• Provide weekly sales forecasts to senior management
• Ensure adequate pipeline coverage to meet or exceed quarterly and annual sales objectives
• Recruit, hire, develop and retain top sales talent
• Recruit, nurture and develop Channel partners as extended sales team
• Assist regional sales managers with territory planning, account strategy, and sales execution and provide support in the field as necessary
• Collaborate closely with all functional areas of the business including marketing, product management, R&D, consulting, and customer success
• Travel as required.

Qualifications

• Minimum 10 years of management experience and a track record of successfully meeting or exceeding sales objectives
• Demonstrated success of building high performance teams focused on growing net new business with enterprise accounts
• Knowledge of the application security market with a background of selling into both development and security
• Experience growing business via channel partners
• Knowledge of the MEDDPICC sales qualification method a plus
• Collaborative, team player mentality
• A bachelor’s degree or equivalent is strongly preferred