Lead Enterprise Account Manager- Security- California

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 Enterprise Account Manager for the Northern California region to join our team! Responsibilities Drive top-line sales revenue in a named list of accounts, as well as a geographic footprint Adoption of enterprise agreements in the targeted named accounts to ensure long term relationships and maximum contract value Collaborate with global team members to foster a solid sense of community and information sharing among named accounts Focus on relationship building with executives Guide prospects through a methodical sales process to facilitate selection of Black Duck solutions Ensure customer success Represent Black Duck at local and/or industry events Maintain accurate Salesforce information Travel as necessary to client locations (approximately 50% of time traveling) Required Skills & Knowledge Minimum 8 years enterprise software sales experience, particularly in the Northern California region Proven track record of exceeding software sales revenue targets Proven ability to sell multiyear enterprise licensing agreements Proven track record selling six-or-seven figure deals Has a good business acumen and ability to showcase business value Ability to negotiate large complex deals Proven ability to build and maintain relationships with executive selection makers Excellent critical thinking and problem solving skills Excellent communications and presentations skills Preferred Experience Track record of successfully selling software-based cybersecurity tools into enterprise accounts. Consistently exceeds financial targets and forecast accuracy Demonstrated ability to engage CECOs, VPs of Security and Devops in order to align on business outcomes Global, named or large enterprise account management experience The base salary range across the U.S. for this role is between $130,700-$196,100. 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 $130,700 — $196,100 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.