Black Duck Software, Inc. - Sr. Manager, Sales Engineering (Enterprise, West Coast)
Requirements
• 3+ years of management experience in high-tech software sales or sales engineering leadership. • Bachelor's degree in computer science, MIS, or equivalent experience. • 5+ years working in a high-tech software organization, ideally in Sales Engineering or Technical Sales. • Strong understanding of modern software development, AI assisted development, SBOM, functional safety, deployment technologies, and the broader AppSec landscape. • Excellent communication skills with the ability to articulate value drivers and technical differentiation. • Proven ability to manage multiple sales cycles and operate effectively in a fast-paced environment. • Open-minded, adaptable, and eager to stay current with new technologies and industry trends. • Experience with SDLC processes, CI/CD tools, and at least one modern programming language (Java, C/C++, JavaScript, Ruby, Python). • Ideal candidates will be based in the West US, CA, OR, WA, AZ, NM. • CA, OR, WA, AZ, NM. • Direct Sales Engineering experience in the Application Security domain (SAST, DAST, IAST, SCA). • $173,900—$260,900 USD
Responsibilities
• Sales Engineering Leadership & Strategy • Lead, coach, and develop a team of Sales Engineers to deliver exceptional technical partnerships to the Enterprise West sales organization. • Drive a culture of excellence, accountability, and continuous improvement across the SE team. • Partner with Sales Leadership to execute regional strategy, improve win rates, and support growth of new and existing businesses. • Technical Expertise & Evangelism • Maintain a strong understanding of application security. • Strong understanding of how AppSec is sold through partners and MSPs. • Stay current on modern AI code generation/AI assisted development practices to guide customer conversations and demos. • Deliver polished presentations, technical briefings, and product discussions for audiences ranging from developers to C-level executives. • Customer Engagement & Technical Sales Excellence • Create compelling, business aligned demonstrations tailored to technical, security, and legal stakeholders. • Lead and manage multiple Proofs of Concept (PoCs), ensuring clear success criteria and strong technical validation. • Provide deep technical expertise throughout sales cycles to influence outcomes and support expansion opportunities. • Cross Functional Collaboration & Product Feedback • Work closely with Product Management and R&D to provide actionable customer insights that guide product enhancements and roadmap direction.
Benefits
• $173,900—$260,900 USD
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