Territory Sales Manager

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.

Territory – Malaysia, Philippines, Pakistan, Bangladesh, Sri Lanka, Cambodia and Brunei

BlackDuck Software (BD)  is hiring a Territory Sales leader to accelerate our #1 market position in Application Security Testing in these high growth countries. This role requires a hands-on, self-driven and partner centric leader  to scale a  full channel go-to-market strategy. This is a regional role reporting to global Channel and Alliance Team

Goals:

• Strategize, prioritise  and execute South Asia GTM over a 3 year horizon
• Identify, onboard and manage  channel ecosystem of resellers, security consultants, cloud and managed security service providers
• Establish and maintain strong relation with the strategic partners at the executive management level
• Map and deploy appropriate partner resources in the various market/industry segments to support  business goals
• Build up partner resource capacity and capability to meet the growth of the AppSec market 
• Execute key goals of the partner business plan : channel sales leadership, sales enablement,  marketing and lead generation effort

Responsibilities:

• Lead all channel partner activities in pursuit of revenue and strategic goals, including: 

• Managing targets for  new business/logos via:

• Execute a run rate / volume sales in the enterprise and mid tier markets
• Being  sales leader to lead partner sales opportunities

• Support partner sales teams in joint pursuit and positioning  BlackDuck value proposition  
• Expectation of role includes:  timely forecast, orders taking  and POC request, liaising with– finance, legal and order fulfilment
• Develop qualified and sustainable sales pipeline working through partner sales funnel cadence, and lead generation
• Execute key goals of the partner business plan : sales enablement, pre sales technical competency, marketing
• Work collaboratively with Marketing teams to co-op partners in driving new and qualified leads,  upsell and portfolio expansion.
• Represent BD product portfolio positioning, product messaging and value proposition at different audience setting

Requirements:

• Experience in managing sales within  Asia South  territory for  Enterprise Software 
• Account Sales manager  role in software sales working for a MNC software
• Able to work independently on hitting targets, prioritizing and manage sales cadence and processes

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.