Lead Account Executive, Department of War (Army/Navy)

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.

We are seeking a

Lead Account Executive, Department of War (Army/Navy)

to join our team!

This individual contributor must be highly motivated and a proven sales executive in the Army, Navy, and 4

th

Estate with demonstrated experience selling to software development and security teams. The Account Executive will report to the Vice President of Public Sector, and will work closely with his or her Sales Engineer, Public Sector Marketing Manager, Sales Development Representative, Renewal Representative and Technical Account Manager.

A principal goal for this position is the selling of enterprise agreements within this territory to achieve the bookings target. The position requires extensive relationship building activities, discovery of prospect requirements, developing a solution that meets the requirements, and developing a quantifiable business case that ensures the customer is obtaining the maximum value. To achieve this along with further adoption, the Account Executive must have strong skills and experience in selling complex solutions in large and complicated customer environments.

Preferred Experience

Software engineering tools experience

Security software sales experience

Global, named or large enterprise account management experience

Experience in selling to the Department of War market.

Experience with channel partners and lobbyists in the Department of War market

Responsibilities

Drive top-line sales revenue in the Department of War market

Drive adoption of enterprise agreements in the targeted named accounts to ensure long-term relationships and maximum contract value

Collaborate with team members to foster a strong sense of community and information sharing among Department of War and other Public Sector regions

Strong focus on relationship building with executive decision makers

Guide prospects through a methodical sales process to facilitate decisions

Ensure customer success

Represent Black Duck Software at local and/or industry events

Maintain accurate Salesforce account and opportunity information

Maintain Clari forecasting information

Travel as necessary to client locations (approximately 50% of time traveling)

Required Skills & Knowledge

Minimum 6 years enterprise software sales experience

Extensive knowledge of the Department of War

Proven track record of exceeding software sales revenue targets

Proven ability to manage complex sales cycles

Proven track record selling six-or-seven figure deals

Proven ability to build and maintain relationships with executive decision makers

Excellent critical thinking, analytical and problem-solving skills

Excellent communications and presentations skills

Pay Range

$130,000

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$190,000 USD

Black Duck is an equal opportunity employer. We consider all applicants for employment without regard to race, color, national origin, religion, sex, gender identity or expression, age, disability, sexual orientation, veteran or military service status, or any other characteristic protected by applicable law. Black Duck complies with all applicable laws prohibiting employment discrimination in every jurisdiction where it operates and provides reasonable accommodations to individuals with disabilities in accordance with applicable law.