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Black Duck · 2 weeks ago

Director, Enterprise Account Management

United States

Full-time

Remote

Director/Executive

$158K/yr - $254K/yr

12+ years exp

Black Duck Software, Inc. is a pioneer in application security, providing tools to help organizations build secure software. As a Director of Enterprise Account Management, you will lead a team to drive sales of application security solutions, ensuring pipeline growth and exceeding booking targets while managing and mentoring individual contributors.

Cyber SecurityOpen SourceSoftware

Responsibilities

Motivate and inspire their direct and extended team by understanding Black Duck’s value and how that helps make customers and partners successful

Knowledgeable on Black Duck’s tools and how they deliver value and differentiation in the competitive application security market

Lead a team of individual contributors to drive top-line sales bookings

Drive regional growth through exceptional sales planning and execution

Lead your team of RSMs through a business value selling process that differentiates Black Duck, maximizes value and sets up the customer success organization to achieve long term success with the customer

Establish an operating cadence for their team that builds predictability and confidence for the team

Provide weekly sales forecasts to senior management while achieving +10/-5% quarterly forecast accuracy

Ensure adequate pipeline coverage to meet or exceed quarterly and annual sales objectives

Recruit, hire, train, and mentor a diverse set of individual contributors while fostering a culture of diversity, equity and inclusion

Assist regional sales managers with territory planning, account strategy, and sales execution and provide support in the field, as necessary

Collaborate closely with all functional areas of the business including marketing, SEs, SDRs, renewal managers, customer success, product management and R&D

Coach and mentor individual contributors to guide prospects through a methodical sales process to facilitate decisions and achieve forecast accuracy

Ensure customer success

Develop relationships with partner leaders in market and leverage partners to identify opportunity and drive pipeline and coach the team on how to successfully drive a partner motion

Represent Black Duck at local and/or industry events

Ensure that individual contributors maintain accurate forecast and account planning information

Travel as necessary to client locations and internal meetings

Qualification

Enterprise software salesAccount managementSales leadershipApplication security knowledgeSaaS sales experienceChannel partner managementMEDDPICC methodologyAnalytical skillsTeam buildingExecutive presenceCritical thinkingProblem-solving skills

Required

Minimum 3 years managing enterprise software sales executives, particularly in the Northeast

Minimum 12 years of related account management experience

Proven track record of exceeding a team's software sales booking targets

Maintain composure and executive presence even during times of adversity

Proven ability to sell multiyear, six- or seven-figure enterprise licensing agreements

Proven ability to build and maintain relationships with executive decision-makers

Excellent critical thinking, analytical and problem-solving skills

Demonstrated success in building high-performance teams focused on growing net new business with enterprise accounts

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

Experience growing business via channel partners

Knowledge of the MEDDPICC (or equivalent) sales qualification method a plus

A Bachelor's degree or equivalent is strongly preferred

Preferred

Track record of successfully building pipeline and exceeding financial targets

Positive references from past leaders and team members

SaaS and on prem Software engineering tools experience

SaaS and Security software sales experience

Global, named, or large enterprise account management experience

Sales leader who has shown experience in evaluating, managing non-performers, and building a successful team

Sales leader who can drive successful sales activity by managing a process (preferably MEDDPICC and Command of the Sale or equivalent)

Benefits

May be eligible for commission

Competitive total rewards package

Company

Black Duck

Black Duck® meets the board-level risks of modern software with True Scale Application Security, ensuring uncompromised trust in software for the regulated, AI-powered world.

Founded in 2002

Burlington, Massachusetts, USA

5001-10000 employees