Lead Account Executive, Department of War (Army/Navy)

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 Account Executive, Department of War (Army/Navy) to join our team!

This individual contributor must be highly motivated and a proven sales executive in the Army, Navy, and 4th Estate with demonstrated experience selling to software development and security teams. The Account Executive 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, Renewal Representative and Technical Account Manager.

A principal goal for this position is the selling of enterprise agreements within this 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 ensures the customer is obtaining the maximum value. To achieve this along with further adoption, the Account Executive 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 Department of War market.
• Experience with channel partners and lobbyists in the Department of War market

Responsibilities

• Drive top-line sales revenue in the Department of War 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 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)

Required Skills & Knowledge

• 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

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.