The Account Executive – China, a newly added sales opportunity based remotely, is responsible for conducting all relevant sales activity around Black Duck’s solutions to help grow the China markets.

The Account Executive – China will report to Director of Sales APAC. 

Responsibilities:

• Engage in both direct and indirect sales activities.
• Partner with marketing and inside sales organizations to identify and evaluate sales targets and prospects and create entry strategies in the China market.
• Successful account management
• Create and maintain strategic relationships at CXO level, for enterprise sales opportunities, which lead to pipeline development
• Execute clearly defined China specific business strategy
• Articulate holistic value proposition at Corporate Executive level
• Lead Contract negotiations to successful closure within corporate guidelines

Requirements:

• Bachelor’s degree from a four-year college or university
• 10+ years experience showing success in the direct and/or indirect selling of enterprise-class technology and services offerings
• A successful track record of working for US based growth stage companies
• A demonstrated success selling enterprise solutions (not tools) into China market.
• A hunting demeanor, approaching your sales strategy with an entrepreneurial spirit and sound business strategy
• Experience working with enterprise organizations with a successful track record of closing large dollar transactions, cultivating significant relationships with CIO, CTO and VP-level customers base across numerous business units within such organizations
• Excellent presentation skills and experience in managing direct customer activities, partnerships and resellers
• Proven experience with prospecting new accounts within technology and enterprise organizations
• Must have ability to travel frequently (50% travel commitment)
• Strong Contract Negotiation and closing skills
• Familiarity with TCO/ROI oriented analysis and proposition creation
• Success selling COMPLEX technical solutions
• Customer-centric and solution selling business approach, Sandler selling experience is a plus
• Previous experience selling subscription software in software development organization a  is a plus
• Basic knowledge of Open Source Software is a plus
• Fluency in Chinese and English