Black Duck Software, Inc. - Senior Sales Engineer
Requirements
• Experience in Sales Engineering, Solutions Engineering, Technical Pre-Sales, or a similar customer-facing technical role, ideally within application security, cybersecurity, or DevSecOps. • Proven success supporting both new business acquisition and customer expansion opportunities in partnership with quota-carrying sales teams. • Strong understanding of application security concepts, software vulnerabilities, secure development practices, and security testing methodologies. • Hands-on experience with application security technologies such as SAST, SCA, DAST, API Security, or related solutions. • Strong knowledge of DevOps practices, CI/CD pipelines, cloud-native applications, and modern software development environments. • Familiarity with AI-assisted software development tools and an understanding of the opportunities and security implications associated with AI-generated code. • Technical background in software development, security engineering, DevSecOps, cloud technologies, or a related discipline. • Exceptional communication and presentation skills, with the ability to engage audiences ranging from developers and security practitioners to senior executives. • Demonstrated ability to influence technical decision-makers, establish credibility quickly, and build trusted advisor relationships. • Strong business acumen with the ability to connect technical capabilities to business outcomes, risk reduction, compliance objectives, and software development efficiency. • Self-motivated, collaborative, and comfortable operating in a fast-paced, growth-oriented environment.
Responsibilities
• Partner with Regional Sales Managers to develop and execute technical sales strategies that drive both new logo acquisition and customer growth. • Lead technical discovery sessions to uncover business challenges, application security requirements, and strategic objectives. • Deliver compelling product demonstrations, workshops, and proof-of-value engagements that clearly articulate both technical and business value. • Position and communicate the value of Black Duck's application security portfolio, including SAST, SCA, DAST, and AI-enabled capabilities, in the context of customer-specific challenges and priorities. • Design and recommend tailored solutions that address customer security, compliance, and software development objectives. • Help prospects and customers understand application security risks, identify gaps, and evaluate the business impact of secure software development practices. • Engage technical teams, security leaders, and executive stakeholders to build consensus and accelerate decision-making. • Collaborate closely with Sales to differentiate Black Duck in competitive opportunities and increase win rates. • Contribute to account planning and growth strategies by identifying additional use cases and expansion opportunities within existing customers. • Support technical validation, proof-of-value, and integration discussions across modern DevSecOps and AI-assisted development environments. • Act as a trusted advisor throughout the customer journey, helping customers align application security investments with business outcomes. • Stay current on application security trends, emerging technologies, AI-driven development practices, and the competitive landscape.
Benefits
• At Black Duck, you'll help some of the world's leading organizations build and secure software in an era increasingly shaped by AI-driven development and rapidly evolving security threats. You'll join a collaborative team of experienced sales and technical professionals, contribute directly to business growth, and play a key role in helping customers modernize and mature their application security programs.
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