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Company

Black Duck Software · 1 day ago

Regional Sales Manager-Federal/Civilian

United States

Full-time

Remote

Senior Level, Lead/Staff

$146K/yr - $220K/yr

10+ years exp

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Responsibilities

Meet or exceed bookings targets within assigned Federal Civilian accounts.

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

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

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.

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.

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

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

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

Software Sales ExperienceFederal Civilian Market KnowledgeComplex Sales Cycle ManagementChannel Partner ManagementLarge Enterprise Account ManagementRelationship Building

Required

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