Regional Sales Manager

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.

This individual contributor must be a proven sales executive in the software security testing arena with demonstrated experience exceeding quota selling complex solutions to engineering development teams. The Regional Sales Manager (internally known as Sales Account Management, Staff) will report to the Regional Director of Sales and will work closely with Sales Engineering and Customer Success teams across the Organization.
Key Responsibilities:

• Drive new business within key new accounts within the territory. Identify, prospect, and qualify new opportunities in India
• Leverage Marketing programs to maximize and generate healthy pipeline for new opportunities.
• Build and develop enterprise account plans land, expand and growth strategies
• Work within established Black Duck sales guidelines, practices, and processes, leverage the assets that Black Duck has developed.
• Foster a positive sales environment. CRM hygiene and proper Opportunity and Sales Pipeline Management. Forecast Accuracy,
• Ability to work independently and handle change and ambiguity
• Good research and market analysis skills
• Developing social media campaigns and promotional email marketing templates to maximize sales
• End-to-End Deal Execution: Own the sales cycle from prospecting to negotiation, contract closure, and post-sales handover.

Requirements: Skills and Experience

• 5+ years in Enterprise Sales with overall Sales Experience comprising of 8-10 years preferably in application development tools-DevOps tools, security testing (SAST/DAST/SCA), cybersecurity
• Lead sales activities in assigned Enterprise Accounts and territories, driving revenue growth and building strong customer relationships.
• Determine long- and short-term sales goals Ability to work well in teams
• Familiar with the software security testing for both white-box & black-box testing with understanding of DevOps and SDLC Process.
• Market Connect, good customer network and ability to Scale.
• Familiar with Code Quality SAST, SCA, DAST, IAST- Good Understanding of Information and Application Security Market
• Experience using common sales and business tools: Salesforce.com, Clari, MEDDPICC etc.
• Smart, creative, energetic, conscientious, and enthusiastic persona with strong problem-solving kills with good Presentation and Analytical Skills.
• Demonstrated ability to manage a complex sales cycle with significant business and technical components. The ability to develop and present a meaningful ROI presentation to justify the cost of your product
• Demonstrated ability to meet and exceed quotas selling a technical solution to a technical audience
• A consultative approach is essential, as you will work closely with prospects to understand their security challenges and tailor solutions accordingly.
• Partner & Channel Collaboration: Work with resellers, distributors, and technology partners to expand market reach.

Academic Qualification:

• Bachelor’s degree
• Additional Qualification in Sales, Marketing or Business Administration.

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.