About Black Duck Software
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.
Key Responsibilities
* Develop and execute a regional sales plan to achieve revenue targets for Australia and New Zealand.
* Identify, qualify and close new business opportunities across enterprise, government and mid-market sectors.
* Drive the full sales cycle from prospecting to negotiation and closure.
* Work closely with marketing and business development teams to generate qualified pipeline.
Customer Engagement & Relationship Management
* Build and maintain strong relationships with CISO, CTO, DevSecOps leaders and key decision-makers.
* Understand customer pain points and articulate the business value of application security solutions (SAST, DAST, SCA, API security, etc.).
* Manage customer accounts to ensure satisfaction, renewals and expansion opportunities.
Channel & Partner Management
* Collaborate with local channel partners, resellers and system integrators to extend market reach.
* Support partner enablement and co-selling initiatives.
Market Development & Intelligence
* Monitor market trends, competitor activities and regulatory developments in cybersecurity and application security.
* Provide feedback to product and marketing teams to align offerings with regional customer needs.
* Work with pre-sales engineers, solution architects and customer success teams to deliver successful POCs.
* Report on sales metrics, pipeline forecasts and strategic plans to regional and global leadership.
Qualifications & Experience
* 7+ years of experience in enterprise software or cybersecurity sales with at least 3 years in a regional or field sales role.
* Proven success selling application security, DevSecOps or cloud security solutions.
* Strong understanding of modern software development lifecycles, CI/CD and secure coding practices.
* Experience selling into enterprise and government sectors in Australia and/or New Zealand.
* Excellent communication, negotiation and presentation skills.
* Ability to travel domestically and occasionally internationally.
Desirable
* Bachelor degree in Business, IT, Computer Science or related field.
* Experience working in a startup or high-growth cybersecurity vendor.
* Familiarity with tools such as GitHub, GitLab, Jenkins or cloud platforms (AWS, Azure, GCP).
* Established network within the cybersecurity and DevSecOps ecosystem.
Key Performance Indicators (KPI)
* Achievement of quarterly and annual revenue targets.
* Pipeline growth and conversion rates.
* Customer acquisition and retention.
* Partner-driven revenue contribution.
* Customer satisfaction and renewal rates.
EEO 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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