Black Duck Software · 2 days ago

Director of Sales- State and Local/SLED

United States

Full-time

Remote

Director/Executive

$200K/yr - $300K/yr

10+ years exp

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Responsibilities

Build and evolve a SLED GTM and partner ecosystem with our Public Sector channel team to meet or exceed growth targets.

Collaborate with our marketing team and your team of SLED Account Sales Managers to create a robust infrastructure of market awareness and lead generation that will drive a twelve (12) month rolling pipeline of three (3) times our booking target, to ensure that the SLED unit meets or exceeds its quarterly and annual sales objectives.

Augment our market leadership by attending marketing events and participating speaking engagements.

Collaborate with our technology partner team to create deep relationships with our technology partners to grow the addressable market for our solutions.

Collaborate with Product Management and Development to help develop a compelling product roadmap which anticipates SLED market requirements

Provide accurate weekly sales forecasts to senior management.

Recruit, hire, develop and retain top SLED sales talent.

Assist Account Sales Managers with territory planning, account strategy, and sales execution and provide support in the field as necessary.

Collaborate closely other functional areas of the business including consulting, technical support, and customer success to provide a world-class customer experience throughout the entire engagement lifecycle.

Travel as required (approximately 40%).

Qualification

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Software Sales ExperienceStrategic Account ManagementSLED Sales ExperienceGovernment Agencies KnowledgeChannel Partner GrowthPublic Sector Distributors KnowledgeApplication Security Market KnowledgeMEDDPICC Sales MethodTeam Player Mentality

Required

At least 10 years of software sales experience, focusing on strategic account management.

At least 5 years of selling into the SLED with at least 3 years in a leadership role.

Strong knowledge of government agencies.

Experience growing business via channel partners, knowledge of state and local contracting vehicles, and familiarity with Public Sector distributors, such as Carahsoft.

Demonstrated success of building high performance teams focused on growing net new business with SLED accounts.

Knowledge of the application security market with a background of selling into both development and security.

Collaborative, team player mentality.