Principal Partner Sales Engineer

<div class="content-intro"><p>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.</p></div><p>We're looking for a <strong>Principal Partner Sales Engineer</strong> (Enterprise Channel Sales Enablement) to work with a partner sales manager to grow channel sales on the east coast. You will be actively establishing and cultivating relationships and take the lead in partner technical enablement to empower them to go to market with <strong>Black Duck</strong> ‘s product solutions.</p> <p><strong>(Note: Only candidates on the East-Coast will be considered for this position)</strong></p> <p><strong>Key Responsibilities:</strong></p> <ul> <li>Build and curate strong relationships with partners</li> <li>Provide a white glove technical enablement experience to partners</li> <li>Educate partners on</li> <ul> <li>Performing technical discovery</li> <li>Discussion of value proposition of Black Duck solutions</li> <li>Competitive Landscape</li> </ul> <li>Collaborate with marketing team to develop enablement content.</li> <li>Engage in thought leadership by delivering presentations partner events, trade shows and webinars.</li> <li>Keep partners informed on <u>solution updates and changing AppSec landscape</u>.</li> <li>Help build synergies between sales teams and partners</li> </ul> <p><strong>Key Qualifications:</strong></p> <ul> <li>10+ years of experience in Sales Engineering, solutions architecture, or technical sales</li> <li><u>Application security</u> experience or knowledge (AppSec or DevSecOps)</li> <li>Prior experience in <u>software development and DevOps</u></li> <li>Candidates with <u>channel partner contacts</u> preferred</li> <li>Strong knowledge of application security tools and concepts (SAST, SCA, DAST)&nbsp;</li> <li>Ability to engage both highly technical audiences and executive-level stakeholders&nbsp;</li> <li>Familiarity with common&nbsp;software&nbsp;development languages&nbsp;and eco&nbsp;systems (C/C++, Java, .NET, scripting languages)&nbsp;</li> <li>Experience with CI/CD pipelines, DevOps tooling, and modern SDLC workflows&nbsp;(i.e.&nbsp;GitHub, GitLab)&nbsp;</li> <li>Excellent communication, presentation, and partner relationship-building skills&nbsp;</li> <li>Strong problem-solving abilities with a consultative, partner-first mindset&nbsp;</li> <li>Self-starter with&nbsp;the drive to independently&nbsp;build, grow&nbsp;relationships and&nbsp;act&nbsp;without&nbsp;detailed guidance.&nbsp;</li> </ul><div class="content-pay-transparency"><div class="pay-input"><div class="title">Pay Range</div><div class="pay-range"><span>$150,400</span><span class="divider">&mdash;</span><span>$225,600 USD</span></div></div></div><div class="content-conclusion"><p>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.</p></div>