Senior Enterprise Account Executive – Northern CA

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. 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.