Sales Account Management, Sr Director

Job Description

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. Black Duck Software, the leader in Gartner s magic quadrant for application security testing, is looking for a results-oriented Senior Director of Sales to lead its India sales team. This position reports to the Executive Director of APAC sales. The Senior Director of Sales will manage a team of regional sales managers responsible for driving new logos and new business growth of application security solutions to enterprise/commercial customers and prospects. We are looking for a highly motivated individual that has a successful track record of sales achievement managing both a direct and indirect sales channel, with proven ability to hire and motivate top sales talent. Job Responsibilities Drive country growth through exceptional sales planning and execution Provide weekly sales forecasts to senior management Ensure adequate pipeline coverage to meet or exceed quarterly and annual sales objectives Recruit, hire, develop and retain top sales talent Recruit, nurture and develop Channel partners as extended sales team 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, product management, RD, consulting, and customer success Travel as required. Qualifications Minimum 10 years of management experience and a track record of successfully meeting or exceeding sales objectives Demonstrated success of 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 sales qualification method a plus Collaborative, team player mentality A bachelor s degree or equivalent is strongly preferred Black Duck considers all applicants for employment without regard to race, color, religion, sex, gender preference, national origin, age, disability, or status as a Covered Veteran in accordance with federal law. In addition, Black Duck complies with applicable state and local laws prohibiting discrimination in employment in every jurisdiction in which it maintains facilities. Black Duck also provides reasonable accommodation to individuals with a disability in accordance with applicable laws.