Black Duck Software, Inc. - Regional Field CTO
Requirements
• 15+ years in a senior technical leadership role (CTO, Sales Engineering leader, Principal Architect, or equivalent), including several years in a customer-facing or field/pre-sales capacity. • Proven track record engaging and influencing C-level and senior technical audiences at enterprise organizations, with demonstrated success across complex enterprise sales cycles. • Domain expertise in application security (SAST, SCA, DAST), enterprise architecture, cloud/SaaS platforms, APIs and integrations, and security best practices. • Deep, practical understanding of AI/ML concepts as applied to security (e.g., anomaly detection, large language models, behavioral analytics, AI-assisted software development, agentic workflows), along with a candid grasp of their limitations and the practical limitations and controls needed for responsible adoption. • Demonstrated success negotiating with and influencing executive leadership, significant customers, partners, analysts, or vendors to shape technical decisions and business outcomes. • Ability to exercise wide latitude in determining objectives and approaches for complex, critical assignments with material regional, functional, or market impact. • Experience shaping standards, methods, practices, or market-facing technical narratives within an industry or discipline. • Proven ability to translate complex technical concepts into clear stories for both executive and highly technical audiences, including customers, partners, press, analysts, and internal stakeholders. • Demonstrated industry presence — conference speaking, published thought leadership, active contribution to industry/analyst communities, customer advisory leadership, or comparable external technical influence. • Exceptional written and verbal communication skills, able to translate complex technical concepts for both technical and executive audiences. • Willingness and ability to travel up to 50% to customer sites and industry events. • Bachelor's degree in Computer Science, Engineering, Cybersecurity, or a related field, or equivalent practical experience. • MBA or other advanced degree.
Responsibilities
• Serve as trusted technical advisor and recurring executive sponsor for C-level and senior technical stakeholders at strategic, enterprise, federal and other key accounts — pivoting fluidly between business strategy conversations, risk, compliance, and deep technical architecture reviews. • Lead highly visible, multidisciplinary technical engagements of strategic importance across the region, including executive briefings, architecture reviews, whiteboard sessions, customer advisory feedback loops, and partner or analyst-facing discussions. • Represent Black Duck as a technical evangelist for the platform and roadmap within a region, delivering keynotes, webinars, whitepapers, and thought leadership content at industry events, and representing the company externally with press, analysts, and partners. • Translate Black Duck platform AI/ML, detection engine, and platform architecture capabilities into clear, credible narratives for both technical and executive audiences, speaking candidly to responsible AI practices such as data privacy, model governance, and human-in-the-loop controls. • Partner with Sales and Presales leadership on the region’s most strategic and enterprise opportunities, leading technical deep-dives, architecture reviews, whiteboard sessions, and executive briefings, and advising on the technical implications of new product launches, roadmap changes, and competitive positioning. • Support RFPs and security questionnaires with authoritative technical input, and articulate competitive and technical differentiation, including nuanced comparisons of AI/ML capabilities against alternatives in the market. • Proactively engage strategic accounts to strengthen technical trust, identify expansion opportunities, mitigate renewal risk, and guide customers toward secure software development and application security maturity. • Identify and solve problems of strategic or industry scope, using innovative approaches to remove technical barriers, strengthen customer confidence, and improve business outcomes. • Provide field-informed guidance on emerging AI-assisted software development, agentic workflows, application security trends, and competitive market dynamics that may influence Black Duck strategy or customer adoption. • Capture, synthesize, and escalate regional customer, partner, and market feedback into actionable input for Product, Engineering, and Sales systematically capturing technical objections and influencing the roadmap, packaging, launch readiness, and go-to-market strategy. • Coach, enable, and review technical storytelling by sales engineers and account executives, including how to explain AI features accurately without overclaiming.
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