We are seeking a highly motivated and experienced Regional Sales Manager to lead our sales growth for BlackDuck application security software solutions across Australia and New Zealand. The ideal candidate has a proven track record in enterprise software sales, a deep understanding of the cybersecurity and DevSecOps landscape and strong relationships with key enterprise and government customers.
Key Responsibilities:
• Develop and execute a regional sales plan to achieve revenue targets for Australia and New Zealand.
• Identify, qualify and close new business opportunities across enterprise, government and mid-market sectors.
• Drive the full sales cycle from prospecting to negotiation and closure.
• Work closely with marketing and business development teams to generate qualified pipeline
Customer Engagement & Relationship Management:
• Build and maintain strong relationships with CISO, CTO, DevSecOps leaders and key decision-makers
• Understand customer pain points and articulate the business value of application security solutions (SAST, DAST, SCA, API security etc)
• Manage customer accoutns to ensure satisfaction, renewals, and expansion opportunities
Channel & Partner Management
• Collaborate with local channel partners, resellers and system integrators to extend market reach
• Support partner enablement and co-selling initiatives
Market Development & Intelligence
• Monitor market trnds, competitor activities and regulatory developments in cybersecurity and application security
• Provide feedback to product and marketing teams to align offerings with regional customer needs
• Work with pre-sales engineers, solution architects and customer success teams to deliver successful POC
• Report on sales metrics, pipeline forecasts and strategic plans to regional and global leadership
Qualifications & Experience
Essential:
• 7+ years of experience in enterprise software or cybersecurity sales with at least 3 years in a regional or field sales role
• Proven success selling application security, DevSecOps or cloud security solutions
• Strong understanding of modern software development lifecycles, CI/CD and secure coding practices
• Experience selling into enterprise and government sectors in Australia and/or New Zealand
• Excellent communication, negotiation and presentation skills
• Ability to travel domestically and occasionally internationally
Desirable:
• Bachelor degree in Business, IT, Computer Science, or related field
• Experience working in a startup or high growth cybersecurity vendor
• Familiarity with tools such as GitHub, GitLab, Jenkins or cloud platforms (AWS, Azure, GCP)
• Established network within the cybersecurity and DevSecOps ecosystem
Key Performance Indicators (KPI)
• Achievement of quarterly and annual revenue targets
• Pipeline growth and conversion rates
• Customer acquisition and retention
• Partner-driven revenue contribution
• Customer satisfaction and renewal rates