Commercial Regional Sales Manager- CO, UT, OR, WA 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"> <div class="ewa-rteLine">Due to our growth Black Duck Software is seeking a Commercial Regional Sales Manager to drive bookings for its application security solutions &amp; services. This individual contributor must be highly motivated with a proven track record of quota achievement selling software tools with demonstrated experience selling to software development and security teams.</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">This role will report to the Commercial Sales Manager for Black Duck’s West Americas region. The objective of this position is selling new logo business as well as growing current customers within a geographically defined territory, and in so doing create a means for the achievement of the revenue target. The Commercial Regional Sales Manager is responsible for ensuring Black Duck customers successfully realize the full value of our software and services. As such, the position requires extensive relationship-building activities along with driving engineering and security cases that ensure the customer is obtaining the maximum value. To achieve this along with further adoption, the Commercial Regional Sales Manager must have exceptional skills and experience in the selling of complex solutions in complicated customer environments. <span data-teams="true">Candidate must be based in the Pacific Northwest, ideally in Colorado, Utah, Oregon or Washington with an ability to travel consistently.</span></div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine"><strong>Responsibilities:</strong></div> <div class="ewa-rteLine">• Drive top-line sales revenue in a geographically defined territory</div> <div class="ewa-rteLine">• Drive adoption of software and services agreements in the territory to ensure long-term relationships and maximum contract value</div> <div class="ewa-rteLine">• Collaborate with global team members to foster an excellent sense of community and information sharing</div> <div class="ewa-rteLine">• Focus on relationship building with executives</div> <div class="ewa-rteLine">• Guide prospects through a methodical sales process to facilitate positive outcomes</div> <div class="ewa-rteLine">• Ensure customer success and value</div> <div class="ewa-rteLine">• Represent Black Duck at local and/or industry events</div> <div class="ewa-rteLine">• Maintain accurate Salesforce information and forecasting</div> <div class="ewa-rteLine">• Travel as necessary to client locations (approximately 35-50% of time traveling)</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine"><strong>Required Skills &amp; Knowledge</strong></div> <div class="ewa-rteLine">• Minimum 5 years of software sales experience, with at least 3 years of closing experience</div> <div class="ewa-rteLine">• Proven track record of exceeding software sales revenue targets</div> <div class="ewa-rteLine">• Proven ability to manage complex sales cycles</div> <div class="ewa-rteLine">• Proven ability to sell multiyear licensing agreements</div> <div class="ewa-rteLine">• Proven track record selling six figure deals</div> <div class="ewa-rteLine">• Proven ability to build and maintain relationships with clients and executives</div> <div class="ewa-rteLine">• Excellent critical thinking and problem-solving skills</div> <div class="ewa-rteLine">• Excellent communications and presentations skills</div> <div class="ewa-rteLine">• Excellent team skills to work with sales engineers, managers &amp; other co-workers</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine"><strong>Preferred Experience</strong></div> <div class="ewa-rteLine">• Software engineering tools experience</div> <div class="ewa-rteLine">• Software security sales experience</div> <div class="ewa-rteLine">&nbsp;</div> </div> <p>The base salary range across the U.S. for this role is between $108,400-162,600. 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.&nbsp;</p><div class="content-pay-transparency"><div class="pay-input"><div class="title">Pay Range</div><div class="pay-range"><span>$108,400</span><span class="divider">&mdash;</span><span>$162,600 USD</span></div></div></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>