Regional Sales Manager

Job Description and Requirements

Synopsys, Software Integrity Group, is named a leader for 2022 in the Gartner Magic Quadrant for Application Security Testing (AST), in recognition of our vision and ability to execute. Security and risk management leaders will need to meet tighter deadlines and test more-complex applications by integrating and automating AST in the software life cycle eliminating risk before it puts them at risk. Every business runs on software, and defects in software create risk. We’ve curated the most powerful products and services to create one comprehensive platform that enables our customers to detect and remediate defects across their entire SDLC. To find out more about Synopsys SIG, check out https://www.synopsys.com/software-integrity.html.

Due to our growth and need to fulfill demand, Synopsys’s the 15^th largest software company in the world, is seeking a Federal, Aerospace and Defense Regional Sales Manager to drive bookings for its newly formed Software Integrity Group Business Unit (SIG).

This individual contributor must be highly motivated and a proven sales executive in the area of software tools with demonstrated experience selling to software development and security teams.  The Regional Sales Manager will report to the National Manager for the Federal, Aerospace and Defense District, and will work closely with his or her Sales Engineer.

A principle goal for this position is the selling of enterprise agreements within several named accounts, and in so doing creating a means for the achievement of the revenue target. The Regional Sales Manager is responsible for ensuring SIG’s customers successfully realize the full value of the SIG’s software and services. As such, the position requires extensive relationship-building activities along with driving engineering and security cases that ensure the customer is obtaining the maximum value. To achieve this along with further adoption, the Regional Sales Manager must have strong skills and experience in the selling of complex solutions in large and complicated customer environments.

Preferred Experience

• Software engineering tools experience
• Security software sales experience
• Global, named or large enterprise account management experience
• Experience in selling to Federal Civilian, DOD, or Intelligence Community Agencies

Responsibilities

• Drive top-line sales revenue in a named list of accounts, as well as a geographic footprint
• Drive adoption of enterprise agreements in the targeted named accounts to ensure long-term relationships and maximum contract value
• Collaborate with global team members to foster a strong sense of community and information sharing among named accounts
• Strong focus on relationship-building with executive decision-makers
• Guide prospects through a methodical sales process to facilitate decisions
• Ensure customer success
• Represent SIG at local and/or industry events
• Maintain accurate Salesforce information
• Travel as necessary to client locations (approximately 50% of time traveling)

Required Skills & Knowledge

• Minimum 8 years enterprise software sales experience
• Extensive knowledge of the Federal, Aerospace and Defense software supply chain
• Extensive knowledge of Federal Civilian, DOD and Intelligence Community Agencies
• Proven track record of exceeding software sales revenue targets
• Proven ability to manage complex sales cycles
• Proven ability to sell multiyear enterprise licensing agreements
• Proven track record selling six-or-seven figure deals
• Proven ability to build and maintain relationships with executive decision makers
• Excellent critical thinking, analytical and problem solving skills
• Excellent communications and presentations skills

The base salary range across the U.S. for this role is between $111,000-$194,000. In addition, this role may be eligible for an annual bonus, equity, and other discretionary bonuses. Synopsys offers comprehensive health, wellness, and financial benefits as part of a of a competitive total rewards package. The actual compensation offered will be based on a number of job-related factors, including location, skills, experience, and education. Your recruiter can share more specific details on the total rewards package upon request.