Director, Enterprise Account Management

Black Duck Software, Inc.-posted 24 days ago

Full-time • Manager

Burlington, MA

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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. As a Director, Enterprise Account Management at Black Duck, you will lead a high-performing team driving the sale of industry-leading application security solutions. This Director must be highly motivated and have a proven track record of success leading teams that sell software tools to software development and security teams. The manager will work closely with their sales engineering peer and extended team to drive end-to-end solutions for our prospects and customers. A principal goal for this position is to manage a team of individual contributors that sell enterprise software within named accounts and prospects to build pipeline and create a means for exceeding the team’s booking target. This position requires the leader to recruit, hire, train, mentor, and manage a team of individual contributors. The leader must have proven skills and experience in the selling of complex solutions in complicated customer environments.

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.

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.

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).

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