Lead Regional Sales Manager-Federal Civilian 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">This individual contributor must be highly motivated and a proven sales executive in the Federal Civilian market with demonstrated experience selling to software development and security teams. The Lead Regional Sales Manager will report to the Vice President of Public Sector, and will work closely with his or her Sales Engineer, Public Sector Marketing Manager, Sales Development Representative, and Renewal Representative.</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">A principal goal for this position is the selling of enterprise agreements within the Federal Civilian territory to achieve the bookings target. The position requires extensive relationship building activities, discovery of prospect requirements, developing a solution that meets the requirements, and developing a quantifiable business case that ensure the customer is obtaining the maximum value. To achieve this along with further adoption, the Regional Sales Manager must have strong skills and experience in selling complex solutions in large and complicated customer environments.</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine"><strong>Preferred Experience
</strong></div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">Software engineering tools experience</div> <div class="ewa-rteLine">Security software sales experience</div> <div class="ewa-rteLine">Global, named or large enterprise account management experience</div> <div class="ewa-rteLine">Experience in selling to the Federal Civilian market.</div> <div class="ewa-rteLine">Experience with channel partners and lobbyists in the Federal Civilian market</div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine"><strong>Responsibilities
</strong></div> <div class="ewa-rteLine">&nbsp;</div> <div class="ewa-rteLine">Drive top-line sales revenue in the Federal Civilian market</div> <div class="ewa-rteLine">Drive adoption of enterprise agreements in the targeted named accounts to ensure long-term relationships and maximum contract value</div> <div class="ewa-rteLine">Collaborate with team members to foster a strong sense of community and information sharing among Federal Civilian and other Public Sector regions</div> <div class="ewa-rteLine">Strong focus on relationship building with executive decision makers</div> <div class="ewa-rteLine">Guide prospects through a methodical sales process to facilitate decisions</div> <div class="ewa-rteLine">Ensure customer success</div> <div class="ewa-rteLine">Represent Black Duck Software at local and/or industry events</div> <div class="ewa-rteLine">Maintain accurate Salesforce account and opportunity information</div> <div class="ewa-rteLine">Maintain Clari forecasting information</div> <div class="ewa-rteLine">Travel as necessary to client locations (approximately 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">&nbsp;</div> <div class="ewa-rteLine">Minimum 6 years enterprise software sales experience</div> <div class="ewa-rteLine">Extensive knowledge of the Federal Civilian</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 track record selling six-or-seven figure deals</div> <div class="ewa-rteLine">Proven ability to build and maintain relationships with executive decision makers</div> <div class="ewa-rteLine">Excellent critical thinking, analytical and problem-solving skills</div> <div class="ewa-rteLine">Excellent communications and presentations skills</div> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>The base salary range across the U.S. for this role is between $133,800-$200,700. 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>$133,800</span><span class="divider">&mdash;</span><span>$200,700 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>