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.
This individual contributor must be a proven sales executive in the software security testing arena with demonstrated experience exceeding quota selling complex solutions to engineering development teams. The Regional Sales Manager (internally known as Sales Account Management, Staff) will report to the Regional Director of Sales and will work closely with Sales Engineering.
Major Responsibilities
- Drive new business within key new accounts within the territory. Identify, prospect, and qualify new opportunities in India
- Work closely with marketing and take advantage of their programs to maximize new opportunities, develop existing opportunities, and solidify customer relationships
- Build and develop enterprise account plans to drive new business
- Work within established Black Duck sales guidelines, practices, and processes, leverage the assets that Black Duck has developed. Fill in the gaps as necessary
- Collaborate, share your account knowledge, learning, and best practices to help your teammates
Requirements
- Familiar with the software security testing for both white-box & black-box testing
- Familiar with SAST, SCA, DAST, IAST
- Experience using common sales and business tools: Salesforce.com, Clari, MEDDPICC etc.
- Smart, creative, energetic, conscientious, and enthusiastic persona with strong problem-solving skills
- Excellent written and verbal communication skills. Excellent analytical and presentation skills
- Enjoy a fast-paced, energetic environment. Entrepreneurial and results-oriented
- Demonstrated ability to manage a complex sales cycle with significant business and technical components. The ability to develop and present a meaningful ROI presentation to justify the cost of your product
- Demonstrated ability to meet and exceed quotas selling a technical solution to a technical audience
- An understanding of the applications security testing and software development process and the challenges that developers, security and DevOps team face daily
Black Duck considers all applicants for employment without regard to race, color, religion, sex, gender preference, national origin, age, disability, or status as a Covered Veteran in accordance with federal law. In addition, Black Duck complies with applicable state and local laws prohibiting discrimination in employment in every jurisdiction in which it maintains facilities. Black Duck also provides reasonable accommodation to individuals with a disability in accordance with applicable laws.
