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Director of Sales- State and Local/SLED

Sacramento, CA; Austin, TX, Washington, DC, Virginia, Maryland

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.

Director of Sales, State and Local/SLED

Black Duck, formerly the Synopsys Software Integrity Group, and the leader in Gartner’s Magic Quadrant for application security testing, is looking for a results-oriented Director of Sales to lead its State, Local and Education (SLED) sales team. This is a great opportunity for a successful sales leader in the application security market and within one of the fastest growing market segments at Black Duck.

This position reports to the Executive Director of Public Sector and Defense sales. The Director of Sales will manage a team of SLED Sales Account Managers responsible for growth and new business of application security solutions to large state agencies, special districts, state chartered financial enterprises, and educational institutions. We are looking for a highly motivated individual that has a successful track record of sales achievement managing direct and channel sales and that has the proven ability to hire and motivate top sales talent.

Job Responsibilities

  • Build and evolve a SLED GTM and partner ecosystem with our Public Sector channel team to meet or exceed growth targets.
  • Collaborate with our marketing team and your team of SLED Account Sales Managers to create a robust infrastructure of market awareness and lead generation that will drive a twelve (12) month rolling pipeline of three (3) times our booking target, to ensure that the SLED unit meets or exceeds its quarterly and annual sales objectives.
  • Augment our market leadership by attending marketing events and participating speaking engagements.
  • Collaborate with our technology partner team to create deep relationships with our technology partners to grow the addressable market for our solutions.
  • Collaborate with Product Management and Development to help develop a compelling product roadmap which anticipates SLED market requirements
  • Provide accurate weekly sales forecasts to senior management.
  • Recruit, hire, develop and retain top SLED sales talent.
  • Assist Account Sales Managers with territory planning, account strategy, and sales execution and provide support in the field as necessary.
  • Collaborate closely other functional areas of the business including consulting, technical support, and customer success to provide a world-class customer experience throughout the entire engagement lifecycle.
  • Travel as required (approximately 40%).

 

Qualifications

  • At least 10 years of software sales experience, focusing on strategic account management.
  • At least 5 years of selling into the SLED with at least 3 years in a leadership role.
  • Strong knowledge of government agencies.
  • Experience growing business via channel partners, knowledge of state and local contracting vehicles, and familiarity with Public Sector distributors, such as Carahsoft.
  • Demonstrated success of building high performance teams focused on growing net new business with SLED accounts.
  • Knowledge of the application security market with a background of selling into both development and security.
  • Knowledge of the MEDDPICC sales qualification method a plus.
  • Collaborative, team player mentality.
  • A Bachelor’s degree or equivalent is strongly preferred.

The base salary range across the U.S. for this role is between $200,000-$300,000 In addition, this role offers commission. Black Duck offers comprehensive health, and financial benefits as part of a of 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

$200,000 - $300,000 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.

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