Enterprise Account Executive- Security-Mountain

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 an Enterprise Account Executive for the Mountain region to join our team!ResponsibilitiesDrive top-line sales revenue in a named list of accounts, as well as a geographic footprintAdoption of enterprise agreements in the targeted named accounts to ensure long term relationships and maximum contract valueCollaborate with global team members to foster a solid sense of community and information sharing among named accountsFocus on relationship building with executivesGuide prospects through a methodical sales process to facilitate selection of Synopsys solutionsEnsure customer successRepresent Black Duck at local and/or industry eventsMaintain accurate Salesforce informationTravel as necessary to client locations (approximately 50% of time traveling)Required Skills & KnowledgeMinimum 8 years enterprise software sales experience, particularly in the West Coast or Mountain regionProven track record of exceeding software sales revenue targetsProven ability to sell multiyear enterprise licensing agreementsProven track record selling six-or-seven figure dealsHas a good business acumen and ability to showcase business valueAbility to negotiate large complex dealsProven ability to build and maintain relationships with executive selection makersExcellent critical thinking and problem solving skillsExcellent communications and presentations skillsPreferred ExperienceTrack record of successfully selling software-based cybersecurity tools into enterprise accounts.Consistently exceeds financial targets and forecast accuracyDemonstrated ability to engage CECOs, VPs of Security and Devops in order to align on business outcomesGlobal, named or large enterprise account management experienceThe 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 USD - $196,100 USDBlack 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.