Principal Regional Sales Manager- Security

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.

We are seeking an Principal Regional Sales Manager in the Southeast region to join our team!

Responsibilities

Drive top-line sales revenue in a named list of accounts, as well as a geographic footprint  

Drive 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 strong sense of community and information sharing among named accounts.

Strong focus on relationship building with executive decision makers.

Guide prospects through a methodical sales process to facilitate decisions.

Ensure customer success.

Maintain accurate Salesforce information.

Travel as necessary to client locations (approximately 50% of time traveling)

Required Skills & Knowledge

Minimum 12 years enterprise software sales experience

Proven track record of exceeding software sales revenue targets

Proven ability to manage complex sales cycles.

Proven ability to sell multiyear enterprise licensing agreements.

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

Preferred Experience 

Software engineering tools sales experience

Security software sales experience

Large enterprise account management experience

The base salary range across the U.S. for this role is between $133,800-$200,700. In addition, this role may be 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.