Enterprise Account Executive- Security-West

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 a named list of accounts, as well as a geographic footprint
• Adoption of enterprise agreements in the targeted named accounts to ensure long term relationships and maximum contract value
• Collaborate with global team members to foster a solid sense of community and information sharing among named accounts
• Focus on relationship building with executives
• Guide prospects through a methodical sales process to facilitate selection of Black Duck/Synopsys solutions
• Ensure customer success
• Represent Black Duck at local and/or industry events
• Travel as necessary to client locations (approximately 50% of time traveling)

• Minimum 8 years enterprise software sales experience, particularly in the West Coast
• Proven track record of exceeding software sales revenue targets
• Proven ability to sell multiyear enterprise licensing agreements
• Has a good business acumen and ability to showcase business value
• Ability to negotiate large complex deals
• Proven ability to build and maintain relationships with executive decision makers
• Excellent critical thinking and problem solving skills
• Excellent communications and presentations skills

• Track record of successfully selling software-based cybersecurity tools into enterprise accounts
• Consistently exceeds financial targets and forecast accuracy
• Demonstrated ability to engage CECOs, VPs of Security and Dev Ops in order to align on business outcomes
• Global, named or large enterprise account management experience

The base salary range across the U.S. for this role is between $130,700-$196,100. 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.

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