Federal Civilian Account Executive
This individual contributor must be highly motivated and a proven sales executive in the Federal Civilian market with demonstrated experience selling to software development and security teams. The Federal Civilian Account Executive will report to the Director of Public Sector, and will work closely with his or her Sales Engineer, Public Sector Marketing Manager, Sales Development Representative, and Renewal Representative.
A principal goal for this position is driving both new logo acquisition and expansion within existing accounts across the Federal Civilian territory to achieve the bookings target. This is a hybrid hunter/farmer role: the Federal Civilian Account Executive must land net-new enterprise agreements with unpenetrated agencies while also growing wallet share and deepening adoption within the current install base. The position requires extensive relationship-building activities, discovery of prospect requirements, developing a solution that meets those requirements, and building a quantifiable business case that ensures the customer obtains maximum value. To achieve this — and to drive further adoption — the Federal Civilian Account Executive must have strong skills and experience selling complex solutions in large, complicated customer environments.
Preferred Experience
Software engineering tools experience
Security software sales experience
Global, named, or large enterprise account management experience
Experience selling to the Federal Civilian market
Experience with channel partners and lobbyists in the Federal Civilian market
Demonstrated success balancing net-new logo hunting with account growth/expansion in existing territories
Proven track record of successful software sales with DHS, DOJ, State Department, and/or HHS
Responsibilities
Drive top-line sales revenue in the Federal Civilian market through a blend of new logo acquisition and expansion of existing accounts
Prospect and close net-new agencies to build a healthy, sustainable pipeline
Drive adoption of enterprise agreements in targeted named accounts to ensure long-term relationships and maximize contract value through upsell/cross-sell
Collaborate with team members to foster a strong sense of community and information sharing across Federal Civilian and other Public Sector regions
Maintain a strong focus on relationship building with executive decision makers, both in new prospect organizations and within the existing account base
Guide prospects through a methodical sales process to facilitate decisions
Ensure customer success and long-term account retention/growth
Represent Black Duck Software at local and/or industry events
Maintain accurate Salesforce account and opportunity information
Maintain Clari forecasting information
Travel as necessary to client locations (approximately 50% of time traveling)
Required Skills & Knowledge
Minimum 6 years enterprise software sales experience
Extensive knowledge of the Federal Civilian market
Proven track record of both new logo acquisition and account growth/expansion, exceeding software sales revenue targets
Proven ability to manage complex sales cycles
Proven track record selling six-or-seven-figure deals
Proven ability to build and maintain relationships with executive decision makers
Excellent critical thinking, analytical, and problem-solving skills
Excellent communication and presentation skills
Compensation
The base salary range across the U.S. for this role is between $133,800–$200,700. 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: $133,800 USD – $200,700 USD
Equal Opportunity Statement
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.
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Pay Range
$133,800—$200,700 USD