Note: The job is a remote job and is open to candidates in USA. Black Duck helps organizations build secure, high-quality software through application security solutions including SAST, SCA, DAST and AI capabilities. The Enterprise Account Manager is responsible for growing an established portfolio of enterprise customers through strategic account management, renewals and expansion while building relationships with executive and technical stakeholders. The role also involves commercial negotiations, account planning, cross-functional collaboration and accurate sales forecasting.
Responsibilities
- Own and grow a portfolio of enterprise customers, driving renewals, retention and expansion
- Develop strategic account plans to identify cross-sell, upsell and whitespace opportunities
- Build trusted relationships with CISOs, CTOs, AppSec leaders, engineering and DevOps teams
- Lead commercial discussions including renewals, negotiations and expansion opportunities
- Partner with Customer Success, Sales Engineering and Marketing to maximise customer outcomes and revenue growth
- Maintain accurate forecasting and disciplined CRM management
Skills
- Familiarity with software development, CI/CD environments and software supply chain concepts
- Proven experience growing and renewing enterprise software or cybersecurity accounts
- Demonstrated success achieving expansion and retention targets within complex enterprise customers
- Ability to build relationships across both executive and technical stakeholders
- Strong commercial, negotiation and account planning skills
- A naturally curious mindset with the ability to understand customers' technical challenges and business priorities
- Experience selling Application Security, DevSecOps, developer tooling or cybersecurity solutions is highly desirable
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