Lead Enterprise Account Manager- Security- California

Black Duck Software, Inc.; 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 sales and expand strategic accounts. The role requires building executive relationships, guiding complex multi-year licensing deals, and ensuring customer success across a named list of accounts.

The successful candidate will travel up to 50% and partner with global teams to maximize contract value and long-term relationships in a fast-growing security software business.

Qualifications

• 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.
• Has a good business acumen and ability to showcase business value.
• Ability to negotiate large complex deals.

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
• Travel as necessary to client locations (approximately 50% of time traveling)

Skills

Enterprise software sales

Northern California region experience

Exceed software sales revenue targets

Sell multiyear enterprise licensing

Business acumen and value articulation

Negotiate large complex deals

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 Managerfor 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
• 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
• Has a good business acumen and ability to showcase business value
• Ability to negotiate large complex deals

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 experience

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 - $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.