Regional Sales Manager-Federal/Civilian

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 highly motivated and a proven sales executive in the Federal Civilian market with demonstrated experience selling to software development and security teams. The Regional Sales Manager will report to the Vice President of Public Sector, and will work closely with his or her Sales Engineer, Public Sector Marketing Manager, Sales Development Representative, and Renewal Representative.

A principal goal for this position is the selling of enterprise agreements within the Federal Civilian territory to achieve the bookings target. The position requires extensive relationship building activities, discovery of prospect requirements, developing a solution that meets the requirements, and developing a quantifiable business case that ensure the customer is obtaining the maximum value. To achieve this along with further adoption, the Regional Sales Manager must have strong skills and experience in selling complex solutions in large and complicated customer environments.

Preferred Experience


Software engineering tools experience

Security software sales experience

Global, named or large enterprise account management experience

Experience in selling to the Federal Civilian market.

Experience with channel partners and lobbyists in the Federal Civilian market

Responsibilities


Drive top-line sales revenue in the Federal Civilian market

Drive adoption of enterprise agreements in the 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 Federal Civilian 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)

Required Skills & Knowledge


Minimum 6 years enterprise software sales experience

Extensive knowledge of the Federal Civilian

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

The base salary range across the U.S. for this role is between $133,800-$200,700. 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

$133,800 - $200,700 USD

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.