LeadEnterpriseAccountExecutive-Security

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 Executive 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 Ex