Senior Public Sector Enterprise Sales Lead

Black Duck; Arlington (VA); On-site; USD 130,000 - 190,000; Full time

Job summary

Black Duck Software, Inc. seeks a Lead Account Executive for the Department of War (Army/Navy) to drive top-line revenue and enterprise agreements with named DoW accounts.

The role requires extensive relationship building with executive decision makers and the ability to craft a compelling business case for large, complex deals. The AE reports to the Vice President of Public Sector and collaborates with sales engineers, public sector marketing, SDRs, renewal representatives and technical account

Qualifications

• Minimum 6 years enterprise software sales experience.
• Extensive knowledge of the Department of War.
• Proven track record of exceeding software sales revenue targets.
• Proven ability to manage complex sales cycles.
• Proven track record selling six-or-seven figure deals.
• Proven ability to build and maintain relationships with executive decision makers.
• Excellent critical thinking, analytical and problem-solving skills.
• Excellent communications and presentations skills.

Responsibilities

• Drive top-line sales revenue in the Department of War market.
• Drive adoption of enterprise agreements in targeted named accounts to ensure long-term relationships and maximum contract value.
• Collaborate with team members to foster a strong sense of community and information sharing among Department of War and other Public Sector regions.
• Strong focus on relationship building with executive decision makers.
• Guide prospects through a methodical sales process to facilitate decisions.
• Ensure customer success.
• Represent Black Duck Software at local and/or industry events.
• Maintain accurate Salesforce account and opportunity information.
• Maintain Clari forecasting information Travel as necessary to client locations (approximately 50% of time traveling).

Skills

Enterprise software sales

Department of War knowledge

Executive relationship management

Sales target attainment

Complex sales cycles

Six-to-seven figure deals

Communication and presentation skills

Critical thinking and problem solving

Job description

Black Duck Software, Inc. seeks a Lead Account Executive for the Department of War (Army/Navy) to drive top-line revenue and enterprise agreements with named DoW accounts.

The role requires extensive relationship building with executive decision makers and the ability to craft a compelling business case for large, complex deals. The AE reports to the Vice President of Public Sector and collaborates with sales engineers, public sector marketing, SDRs, renewal representatives and technical account