Inside Sales Representative- SLED

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.

Inside Sales Representative 

 
This challenging, exciting role will test your sales skills, prospecting skills, critical thinking capabilities, ability to remain focused, and follow-through.  You will prospect, qualify and close opportunities by engaging with our prospects.  You will be provided with the tools, training, coaching, and people resources to help you be successful.  You will find, qualify and promote leads through discovery to close for new prospects and/or existing customers. This position is highly interactive and will be part of a collaborative, fast paced, and exciting hybrid office environment in Burlington, MA.

 Responsibilities: 

• Ability to identify, prospect, and cultivate prospects through targeted account planning and outbound communication tactics (phone, email, and social media). 

• Build relationships to gain a deep understanding of the customer’s processes and problems and to bring value to every interaction. 

• Drive New Logo acquisition through exceptional sales planning and execution. 

• Develop sales pipeline using cold calling methodologies, cadences and social selling 

• Be responsible for understanding Black Duck Software’s product offerings and competitive issues. 

• Identify new business opportunities by creating and implementing territory campaigns with management assistance. 

• Liaise with customer contacts for the purpose of managing customer relationships, identifying new opportunities, and selling Black Duck Software products and services. 

• Manage sales opportunities using CRM in a timely and accurate manner 

• Establish a strong foundation of industry competence and knowledge 

• Strengthen sales skills vital to identify and qualify new business opportunities and/or expansion/upsell opportunities 

• Ensure all data is accurately maintained and updated SFDC and forecasting in Clari 

• Efficiently manage a high volume of communications from both internal and external sources 

• Achieve sales results while accurately managing the business through forecasting, pipeline, and business planning. 

• An understanding of Command of the Sale and use of MEDDPICC, a plus 

 Qualifications  

• Minimum of 2 years of quota-carrying sales experience in SLED at a software/technology company. 

• Experience identifying and closing transactions at a high volume quarterly. 

• Exceptional time and people management skills to marshal resources and advance opportunities. 

• Strong entrepreneurial drive and work ethic including ambition and a willingness to work hard are critical attributes for this role. 

• Strong phone presence and experience.

• Experience working with Salesforce.com. 

• Experience with extracting data from databases. 

• Excellent verbal and written communications skills 

• Bachelor’s degree or equivalent work experience. 

• Preferred to be in the Burlington, MA -area or Reston, VA. This team is required to be in the office 3 days a week. 

 Characteristics 

• Competitive & Team Player​ 

• Accountable, shows up & delivers​ 

• Active Listener​ 

• Confident​ 

• Strong Organization Skills​ 

• Problem-Solver​ 

• Builds Rapport​ 

• Business Acumen

• Quick Learner 

The base salary range across the U.S. for this role is between $62,000-$94,000. 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.

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.