Sr. Manager, Sales Engineering (Enterprise, West Coast)
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AI Summary
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.
Americas - Enterprise West - Sr. Manager, Sales Engineering
The Americas Enterprise West Sales Engineering Manager leads a high performing team of Sales Engineers, driving technical excellence, strategic engagement, and customer success across the Enterprise West region. This leader will partner closely with Enterprise Sales, Product Management, Engineering, and R&D to shape regional strategy, influence product direction, and accelerate new and expansion business. Our portfolio includes industry leading application security technologies across SCA, SAST, IAST, DAST, and AI-driven code analysis.
Key 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.
Key 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.
Nice to Have
- Direct Sales Engineering experience in the Application Security domain (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.
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