Lead Enterprise Account Manager- Security- California

Black Duck; San Francisco (CA); On-site; USD 131,000 - 196,000; Full time

Job summary

Black Duck Software, Inc. is seeking a Lead Enterprise Account Manager for the Northern California region to drive top-line revenue and manage strategic named accounts. You will lead enterprise-licensing negotiations and guide executives through complex deals, while collaborating with a global team to maximize contract value.

You will travel about half the time, maintain Salesforce records, and ensure customer success by aligning Black Duck solutions with client needs.

Qualifications

• Minimum 8 years enterprise software sales experience in Northern California.
• Proven track record of exceeding software sales revenue targets.
• Proven ability to sell multiyear enterprise licensing agreements.
• Proven track record selling six-or-seven figure deals.
• Has good business acumen and ability to showcase business value.
• Ability to negotiate large complex deals.
• Proven ability to build and maintain relationships with executive decision-makers.
• Excellent critical thinking and problem solving skills.
• Excellent communications and presentations skills.

Responsibilities

• Drive top-line sales revenue in a named list of accounts, as well as a geographic footprint.
• 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 solid sense of community and information sharing among named accounts.
• Focus on relationship building with executives.
• Guide prospects through a methodical sales process to facilitate selection of Black Duck solutions.
• Ensure customer success.
• Represent Black Duck at local and/or industry events.
• Maintain accurate Salesforce information.
• Travel as necessary to client locations (approximately 50% of time traveling).

Skills

Enterprise software sales

Executive relationships

Negotiation

Communication skills

Target achievement

Tools

Salesforce

Job description

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 a Lead Enterprise Account Manager for the Northern California region to join our team!

Responsibilities

• Drive top-line sales revenue in a named list of accounts, as well as a geographic footprint
• 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 solid sense of community and information sharing among named accounts
• Focus on relationship building with executives
• Guide prospects through a methodical sales process to facilitate selection of Black Duck solutions
• Ensure customer success
• Represent Black Duck at local and/or industry events
• Maintain accurate Salesforce information
• Travel as necessary to client locations (approximately 50% of time traveling)

Required Skills & Knowledge

• Minimum 8 years enterprise software sales experience, particularly in the Northern California region
• Proven track record of exceeding software sales revenue targets
• Proven ability to sell multiyear enterprise licensing agreements
• Proven track record selling six-or-seven figure deals
• Has a good business acumen and ability to showcase business value
• Ability to negotiate large complex deals
• Proven ability to build and maintain relationships with executive selection makers
• Excellent critical thinking and problem solving skills
• Excellent communications and presentations skills

Preferred Experience

• Track record of successfully selling software-based cybersecurity tools into enterprise accounts.
• Consistently exceeds financial targets and forecast accuracy
• Demonstrated ability to engage CECOs, VPs of Security and Devops in order to align on business outcomes
• Global, named or large enterprise account management

The base salary range across the U.S. for this role is between $130,700-$196,100. 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.

Pay Range: $130,700 USD - $196,100 USD

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.