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.

Black Duck (formerly Synopsys Software Integrity Group) is seeking a Regional Sales Manager for the Federal Civilian Market.  This individual contributor must be highly motivated and a proven sales executive in software testing tools with demonstrated experience selling to software development and security teams in Federal Civilian agencies and contractors.    The Regional Sales Manager will work closely with their Sales Engineer to drive end-to-end solutions for our prospects and customers.

The objective of this position is to land, expand and create agency-wide agreements within the Federal Civilian market to achieve the territory bookings target. The Regional Sales Manager is responsible for ensuring Black Duck’s customers successfully realize the full value of Black Duck's software and services.  The position requires extensive relationship building activities, understanding prospect use cases for software security testing, and building a business case for deals to clearly articulate value to the prospect.
To achieve this along with further adoption, the Regional Sales Manager must have proven skills and experiences in the selling of complex solutions in large and complicated customer environments.

Job Responsibilities:

Revenue Growth 

·       Meet or exceed bookings targets within assigned Federal Civilian accounts.

·       Implement a land and expand strategy within the assigned account list.

Sales Strategy and Implementation

·       Develop and maintain a territory plan and account plans.

·       Develop a specific partner plan for each of the named accounts to accelerate opportunity creation and closure.

·       Collaborate with our sales development representatives, marketing team and channel management organization to, prospect, develop leads, and ensure pipeline coverage.

·       Develop and maintain a twelve (12) month rolling pipeline of three (3) times our booking target, to ensure that the territory meets or exceeds its quarterly and annual sales objectives.

·       Represent Black Duck at industry events to drive leads

Relationship Management

·       Build and maintain strong relationships with Federal executives, channel partners and technology partners to maximize account visibility, develop solutions to customer pain, and build value.

·       Partner with Customer Success to ensure a world-class customer experience throughout the entire relationship lifecycle.

·       Drive adoption of agency-wide agreements in the targeted named accounts to ensure long-term relationships and maximum contract value.

·       Guide prospects sales process to facilitate customer success using the MEDDPICC methodology.

Reporting and Analysis:

·       Accurately report on field activity, deal progress, and client feedback with Salesforce.com

·       Maintain an accurate forecast within the Clari forecasting system.

·       Analyze sales performance and activity to derive actionable insights for strategy improvement.

Sales Enablement and Training:

·       Complete required onboarding, MEDDPICC, and other training to maximize sale performance

·       Monitor market, software testing and regulatory trends to maintain a competitive advantage.

 Qualifications

·       At least 10 years of software sales experience

·       At least 5 years of selling into the Federal Civilian government market

·        Strong knowledge of Federal Civilian government agencies.

·       Experience growing business via channel partners, knowledge of federal contracting vehicles, and familiarity with Public Sector distributors, such as Carahsoft

·       Large enterprise account management experience

·       Proven track record of exceeding software bookings target

·       Proven ability to manage complex sales cycles

·       Proven track record selling large deals within the Federal Civilian government

·       Proven ability to build and maintain relationships with executives

·       Excellent critical thinking and problem-solving skills ​​​​​​

·       Excellent communication and presentations skills

The base salary range across the U.S. for this role is between $146,000-$220,000. In addition, this role is offers 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. 

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.