Regional Sales Manager
About the role
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 Inc is a global leader in application security (AppSec), providing organizations with comprehensive solutions to secure software throughout the development lifecycle. Our portfolio includes Software Composition Analysis (SCA), Static Application Security Testing (SAST), Dynamic Application Security Testing (DAST), Application Security Posture Management (ASPM), SBOM management, and software supply chain security solutions. Black Duck enables enterprises to build, deploy, and maintain secure software at scale.
As software security becomes a board-level priority driven by regulatory mandates, digital transformation, cloud adoption, AI-assisted development, and software supply chain risks, Black Duck is expanding its presence across India's largest enterprises and strategic accounts.
Regional Sales Manager (RSM) is responsible for driving revenue growth, customer retention, and market expansion across assigned enterprise accounts in India.
Key Responsibilities include:
Revenue & Pipeline Management
Achieve quarterly and annual bookings targets.
Maintain healthy pipeline coverage and forecast accuracy.
Develop and execute territory and account plans.
Drive both new business acquisition and expansion within existing customers.
Strategic Account Management
Build executive relationships with CISOs, CTOs, Engineering Leaders, Product Security teams, and Procurement stakeholders.
Identify business drivers, security initiatives, and regulatory requirements that align with Black Duck solutions.
Develop multi-threaded engagement strategies across enterprise accounts.
Deliver business-value conversations with senior executives.
Present ROI, risk reduction, compliance, and software supply-chain governance outcomes.
Forecasting and CRM Hygiene
Experience using Sales Force for Customer contact and Opportunity Management
Support QBRs, executive business reviews, and strategic customer planning sessions.
Maintain accurate CRM hygiene and opportunity documentation.
Provide weekly forecast updates and risk assessments.
Track key sales metrics and account progression.
Required Experience
8+ years of enterprise software sales experience.
Experience selling cybersecurity, DevSecOps, AppSec, Developer Tools, Cloud Security, or Enterprise Software solutions.
Demonstrated success managing large enterprise and strategic accounts.
Experience working with C-level and senior technology stakeholders.
Key Success Metrics
Annual recurring revenue (ARR) / bookings attainment
Pipeline coverage
Forecast accuracy
Renewal and expansion rates
Executive relationship development
Strategic account penetration
Partner-generated pipeline
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