Lead Account Executive, Department of War (Army/Navy)

<div class="content-intro"><p>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.</p></div><p><span data-contrast="auto">We are seeking a </span><span data-contrast="none">Lead Account Executive, Department of War (Army/Navy) </span><span data-contrast="auto">to join our team!</span><span data-ccp-props="{"134233117":false,"134233118":false,"335551550":1,"335551620":1,"335557856":16777215,"335559738":0,"335559739":0}"> </span></p> <p><span data-ccp-props="{"134233117":false,"134233118":false,"201341983":0,"335551550":1,"335551620":1,"335559685":0,"335559737":0,"335559738":0,"335559739":160,"335559740":278}"> </span><span data-contrast="auto">This individual contributor must be highly motivated and a proven sales executive in the Army, Navy, and 4</span><span data-contrast="auto"><span data-fontsize="12">th</span></span><span data-contrast="auto"> Estate with demonstrated experience selling to software development and security teams. The Account Executive will report to the Vice President of Public Sector, and will work closely with his or her Sales Engineer, Public Sector Marketing Manager, Sales Development Representative, Renewal Representative and Technical Account Manager.</span><span data-ccp-props="{"134233117":false,"134233118":false,"201341983":0,"335551550":1,"335551620":1,"335559685":0,"335559737":0,"335559738":0,"335559739":160,"335559740":278}"> </span></p> <p><span data-contrast="auto">A principal goal for this position is the selling of enterprise agreements within this territory to achieve the bookings target. The position requires extensive relationship building activities, discovery of prospect requirements, developing a solution that meets the requirements, and developing a quantifiable business case that ensures the customer is obtaining the maximum value. To achieve this along with further adoption, the Account Executive must have strong skills and experience in selling complex solutions in large and complicated customer environments.</span><span data-ccp-props="{"134233117":false,"134233118":false,"201341983":0,"335551550":1,"335551620":1,"335559685":0,"335559737":0,"335559738":0,"335559739":160,"335559740":278}"> </span></p> <p><strong><span data-contrast="auto">Preferred Experience</span></strong><strong><span data-contrast="auto"> </span></strong><span data-ccp-props="{}"> </span></p> <ul> <li><span data-contrast="auto">Software engineering tools experience</span><span data-ccp-props="{}"> </span></li> <li><span data-contrast="auto">Security software sales experience</span><span data-ccp-props="{}"> </span></li> <li><span data-contrast="auto">Global, named or large enterprise account management experience</span><span data-ccp-props="{}"> </span></li> <li><span data-contrast="auto">Experience in selling to the Department of War market.</span><span data-ccp-props="{}"> </span></li> <li><span data-contrast="auto">Experience with channel partners and lobbyists in the Department of War market</span><sp