Lead Enterprise Account Manager- Security- California

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.