Black Duck Software, Inc. helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. Black Duck, a recognized pioneer in application security, provides SAST, SCA, and DAST solutions that enable teams to quickly find and fix vulnerabilities and defects in proprietary code, open source components, and application behavior. With a combination of industry-leading tools, services, and expertise, only Black Duck helps organizations maximize security and quality in DevSecOps and throughout the software development life cycle.
Black Duck Americas Commercial SE Manager
The Black Duck Americas Commercial Sales Engineering Manager provides specific technical expertise and support for our commercial team. Our tooling consists of products in the Application Security space for SCA, SAST, IAST and DAST. This position works very closely with commercial sales team, the Sales Engineers, product and engineering teams to help drive business. The Commercial Sales Engineer Mgr will report to the Dir. of NAM Sales Engineering.
Responsibilities (include but are not limited to):
• Manage and drive a team of Sales Engineers to ensure that they support the Commercial Sales team
• Be able to drive excellence within the commercial SE team.
• Understand Application security and how it applies selling through partners/MSPs and Is able to educate and support the global sales team on the above topics.
• Understand AI and how it is used by developers to code/debug etc.
• Is able to work closely with Product Management and give feedback to ensure that the solution being created fit customer needs and industry standards.
• Creates compelling software demonstrations that address a prospect’s business needs to both technical, security and legal audiences for the SIG portfolio.
• Develops and conducts technical briefings, and comfortable presenting in front of C-level executives
• Provides technical expertise to the commercial sales team to help drive new business and expand existing business.
• Initiates and manages multiple proofs of concepts with prospects interested in our solutions
• Works closely with R&D and Product Management to provide feedback on product updates and enhancements
Key Requirements:
• 2+ years of management experience in high-tech software sales
• BS CS, MIS or equivalent experience
• 4+ years’ experience working in a high-tech software company, preferably in a sales engineering/Technical sales role
• Working knowledge of current software development, deployment technologies, SBOM, functional safety and the application security landscape.
• Ability to clearly communicate the solution’s value proposition to clients and prospects
• Manages time effectively, with the ability to multi-task across various and many sales cycles
• Open-mindedness, with the willingness to learn new skills and technologies
• Experience with the SDLC, CI/CD Tooling
• Experience with one or more development languages including Java, C/C++, JavaScript, Ruby, Python.
Nice to have: Any specific Sales Engineering experience in the AppSec industry (SAST/DAST/IAST/SCA...).
Black Duck considers all applicants for employment without regard to race, color, religion, sex, gender preference, national origin, age, disability, or status as a Covered Veteran in accordance with federal law. In addition, Black Duck complies with applicable state and local laws prohibiting discrimination in employment in every jurisdiction in which it maintains facilities. Black Duck also provides reasonable accommodation to individuals with a disability in accordance with applicable laws.
