Sr. Regional Sales Manager at Black Duck

<div class="content-intro"><p>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.</p></div><div class="ewa-rteLine"><strong>Black Duck Inc</strong> is a global leader in application security (AppSec), providing organizations with comprehensive solutions to secure software throughout the development lifecycle. Our portfolio includes Software Composition Analysis (SCA), Static Application Security Testing (SAST), Dynamic Application Security Testing (DAST), Application Security Posture Management (ASPM), SBOM management, and software supply chain security solutions. Black Duck enables enterprises to build, deploy, and maintain secure software at scale.</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">As software security becomes a board-level priority driven by regulatory mandates, digital transformation, cloud adoption, AI-assisted development, and software supply chain risks, Black Duck is expanding its presence across India's largest enterprises and strategic accounts.</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine"><strong>Sr. Regional Sales Manager&nbsp;</strong>is responsible for driving revenue growth, customer retention, and market expansion across assigned enterprise accounts in India.</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">Key Responsibilities include:</div> <div class="ewa-rteLine"> <ul> <li>Revenue &amp; Pipeline Management</li> <li>Achieve quarterly and annual bookings targets.</li> <li>Maintain healthy pipeline coverage and forecast accuracy.</li> <li>Develop and execute territory and account plans.</li> <li>Drive both new business acquisition and expansion within existing customers.</li> </ul> </div> <div class="ewa-rteLine"><strong>Strategic Account Management</strong></div> <div class="ewa-rteLine"> <ul> <li>Build executive relationships with CISOs, CTOs, Engineering Leaders, Product Security teams, and Procurement stakeholders.</li> <li>Identify business drivers, security initiatives, and regulatory requirements that align with Black Duck solutions.</li> <li>Develop multi-threaded engagement strategies across enterprise accounts.</li> <li>Deliver business-value conversations with senior executives.</li> <li>Present ROI, risk reduction, compliance, and software supply-chain governance outcomes.</li> </ul> </div> <div class="ewa-rteLine"><strong>Forecasting and CRM Hygiene</strong></div> <div class="ewa-rteLine"> <ul> <li>Experience using Sales Force for Customer contact and Opportunity Management</li> <li>Support QBRs, executive business reviews, and strategic customer planning sessions.</li> <li>Maintain accurate CRM hygiene and opportunity documentation.</li> <li>Provide weekly forecast updates and risk assessments.</li> <li>Track key sales metrics and account progression.</li> </ul> </div> <div class="ewa-rteLine"><strong>Required Experience</strong></div> <div class="ewa-rteLine"> <ul> <li>10+ years of&nbsp;<strong>enterprise software sales experience</strong>.</li> <li>Experience selling <strong>cybersecurity, DevSecOps, AppSec, Developer Tools, Cloud Security, or Enterprise Software solutions</strong>.</li> <li>Demonstrated success managing large enterprise and strategic accounts.</li> <li>Experience working with C-level and senior technology stakeholders.</li> </ul> </div> <div class="ewa-rteLine"><strong>Key Success Metrics</strong></div> <div class="ewa-rteLine"> <ul> <li>Annual recurring revenue (ARR) / bookings attainment</li> <li>Pipeline coverage</li> <li>Forecast accuracy</li> <li>Renewal and expansion rates</li> <li>Executive relationship development</li> <li>Strategic account penetration</li> <li>Partner-generated pipeline</li> </ul> </div><div class="content-conclusion"><p><em>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.</em></p></div>