Senior Enterprise Account Manager

🔥 2 minutes ago

🇦🇪 United Arab Emirates (UAE) – Remote

⏰ Full Time

🟠 Senior

💰 Account Manager

👻 Ghost score 10%

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Black Duck

WebsiteLinkedInAll Job Openings

5001 - 10000 employees

🔒 Cybersecurity

☁️ SaaS

📋 Compliance

Cybersecurity • SaaS • Compliance

Black Duck is a leader in application security testing and software composition analysis. Now part of Synopsys Software Integrity Group, it offers a unified SaaS platform optimized for DevSecOps. Their solutions enable businesses to automate security testing across the entire software development life cycle, manage open source licenses and compliance, and secure the software supply chain. Recognized as a leader by Gartner and Forrester, Black Duck provides a range of services including static, dynamic, and interactive application security testing, as well as open source audits and risk management solutions.

📋 Description

• Own the UAE commercial strategy and deliver against bookings, revenue, pipeline and growth objectives • Win new enterprise and government customers while expanding a focused portfolio of strategic accounts • Build relationships with CISOs, CIOs, CTOs and senior business leaders, translating customer priorities into compelling business cases • Lead complex sales cycles from prospecting and qualification through technical validation, negotiation, procurement and close • Partner with Presales and Channel to develop account strategies, deliver evaluations and build joint pipeline with resellers, system integrators and technology partners • Coordinate Customer Success, Professional Services, Marketing and executive resources around priority opportunities • Apply MEDDPICC or an equivalent methodology, maintain accurate Salesforce and Clari records, and deliver disciplined forecasting and deal-risk management • Build Black Duck's UAE market and shape local go-to-market strategy • Connect customer security and business priorities with Black Duck's application security, DevSecOps, open source risk and software supply chain security capabilities

🎯 Requirements

• Significant UAE enterprise software or cybersecurity sales experience, with a track record of meeting or exceeding targets • Success selling complex solutions to large enterprise, government or sovereign-related organizations, winning new business and growing existing accounts • Established UAE market credibility, relationships and understanding of local buying processes and partner ecosystems • Confidence engaging at C-level, strong commercial judgment and negotiation skills, and experience managing multi-stakeholder sales cycles • Familiarity with application security, DevSecOps, software supply chain risk, open source or adjacent technology areas • Experience with structured enterprise sales methodologies and forecasting tools such as Salesforce and Clari, or equivalents • A collaborative, entrepreneurial approach, with the autonomy, resilience and accountability to build long-term market value • Excellent written, verbal and presentation skills in English • Arabic language capability is a strong advantage

🏖️ Benefits

• Dedicated local technical and channel support • Opportunities to work with regional and global leadership • Opportunity to influence the UAE go-to-market strategy • Equal opportunity employment • Reasonable accommodations for individuals with disabilities in accordance with applicable law

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