Back to jobs

Regional Sales Manager (Federal/Civilian)

Washington DC

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 $133,400-$166,750. 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. 

 

Pay Range

$133,400 - $166,750 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.

Apply for this job

*

indicates a required field

Resume/CV

Accepted file types: pdf, doc, docx, txt, rtf

Cover Letter

Accepted file types: pdf, doc, docx, txt, rtf

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Black Duck Software, Inc.’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

Select...
Select...
Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Select...

Voluntary Self-Identification of Disability

Form CC-305
Page 1 of 1
OMB Control Number 1250-0005
Expires 04/30/2026

Why are you being asked to complete this form?

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:

  • Alcohol or other substance use disorder (not currently using drugs illegally)
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
  • Blind or low vision
  • Cancer (past or present)
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or serious difficulty hearing
  • Diabetes
  • Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
  • Epilepsy or other seizure disorder
  • Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
  • Intellectual or developmental disability
  • Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
  • Missing limbs or partially missing limbs
  • Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
  • Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
  • Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
  • Partial or complete paralysis (any cause)
  • Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
  • Short stature (dwarfism)
  • Traumatic brain injury
Select...

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.