Lead Regional Sales Manager-Federal Civilian

Overview

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 Dev Sec Ops  and throughout the software development life cycle.

• Drive top-line sales revenue in the Federal Civilian market
• 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 Federal Civilian 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)

• Software engineering tools experience
• Security software sales experience
• Global, named or large enterprise account management experience
• Experience in selling to the Federal Civilian market
• Experience with channel partners and lobbyists in the Federal Civilian market

• Minimum 6 years enterprise software sales experience
• Extensive knowledge of the Federal Civilian
• 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.

Pay Range: $133,800 — $200,700 USD

Black Duck is an equal opportunity employer. We consider all applicants for employment without regard to race, color, national origin, religion, sex, gender identity or expression, age, disability, sexual orientation, veteran or military service status, or any other characteristic protected by applicable law. Black Duck complies with all applicable laws prohibiting employment discrimination in every jurisdiction where it operates and provides reasonable accommodations to individuals with disabilities in accordance with applicable law.