Commercial 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. Due to our growth Black Duck Software is seeking a Commercial Regional Sales Manager to drive bookings for its application security solutions & services. This individual contributor must be highly motivated with a proven track record of quota achievement selling software tools with demonstrated experience selling to software development and security teams. This role will report to the Commercial Sales Manager for Black Duck’s West Americas region. The objective of this position is selling new logo business as well as growing current customers within a geographically defined territory, and in so doing create a means for the achievement of the revenue target. The Commercial Regional Sales Manager is responsible for ensuring Black Duck customers successfully realize the full value of our software and services. As such, the position requires extensive relationship-building activities along with driving engineering and security cases that ensure the customer is obtaining the maximum value. To achieve this along with further adoption, the Commercial Regional Sales Manager must have exceptional skills and experience in the selling of complex solutions in complicated customer environments. Candidate must be based in the Southwest, ideally in Southern CA or Arizona with an ability to travel consistently. Responsibilities: • Drive top-line sales revenue in a geographically defined territory • Drive adoption of software and services agreements in the territory to ensure long-term relationships and maximum contract value • Collaborate with global team members to foster an excellent sense of community and information sharing • Focus on relationship building with executives • Guide prospects through a methodical sales process to facilitate positive outcomes • Ensure customer success and value • Represent Black Duck at local and/or industry events • Maintain accurate Salesforce information and forecasting • Travel as necessary to client locations (approximately 35-50% of time traveling) Required Skills & Knowledge • Minimum 5 years of software sales experience, with at least 3 years of closing experience • Proven track record of exceeding software sales revenue targets • Proven ability to manage complex sales cycles • Proven ability to sell multiyear licensing agreements • Proven track record selling six figure deals • Proven ability to build and maintain relationships with clients and executives • Excellent critical thinking and problem-solving skills • Excellent communications and presentations skills • Excellent team skills to work with sales engineers, managers & other co-workers Preferred Experience • Software engineering tools experience • Software security sales experience The base salary range across the U.S. for this role is between $108,400-162,600. In addition, this role is eligible for commission. Black Duck offers a competitive total rewards package. The actual compensation offered will be based on a number of job-related factors, including location, skills, experience, and education. Pay Range $108,400 — $162,600 USD 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.