Sales Engineering, Staff (East Coast) New Burlington, MA (remote)

Black Duck Software, Inc.; Burlington (MA); Remote; USD 100,000 - 150,000; Full time

Job summary

A leading technology company in application security is looking for a Senior Sales Engineer to join their Commercial Sales team. This position involves bridging technical and commercial elements of security solutions, providing demonstrations, and consulting with clients to enhance their security posture. The ideal candidate will have significant experience in application security and excellent communication skills to engage with various stakeholders.

Qualifications

• 5+ years of experience in application security sales engineering or related field.
• Understanding of application security concepts, vulnerabilities, and testing methodologies.
• Outstanding communication skills.

Responsibilities

• Develop and execute technical sales strategies for application security testing solutions.
• Lead technical discovery sessions, demonstrations, and proof of concept implementations.
• Create and deliver compelling technical presentations tailored to stakeholders.

Skills

Problem-solving

Communication

Innovative thinking

Education

Experience in application security sales engineering

Technical skill-set in software development or security engineering

Tools

SAST

SCA

DAST

DevOps tools

CI/CD pipelines

Job description

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.

We are seeking a motivated senior Sales Engineer to join our Commercial Sales team on the East Coast. The ideal candidate will bridge the technical and commercial aspects of our security solutions, working closely with both customers and the sales team to demonstrate the value of our application security testing portfolio.

Key Responsibilities:

• Partner with account teams to develop and execute technical sales strategies for application security testing solutions
• Lead technical discovery sessions, demonstrations, and proof of concept implementations for prospects and customers
• Provide technical consultation on static application security testing (SAST), software composition analysis (SCA), and dynamic application security testing (DAST) solutions
• Analyze customer environments and requirements to design and propose security solutions
• Create and deliver compelling technical presentations and documentation tailored to various technical and business stakeholders
• Support security architecture discussions and integrate with customer DevSecOps workflows
• Provide competitive technical differentiation and value proposition
• Participate in application security industry events and stay current with emerging technologies and trends

Required Qualifications:

• 5+ years of experience in application security sales engineering, solution architecture, or related technical pre-sales role
• Understanding of application security concepts, vulnerabilities, and testing methodologies
• Experience in SAST, SCA, or DAST technologies
• Technical skill-set in software development, security engineering, or related field
• Excellent problem-solving abilities and innovative thinking approach
• Outstanding communication skills with ability to articulate complex technical concepts to various audiences

Preferred Qualifications:

• Prior consulting or solutions engineering experience
• Exposure to DevOps tools and methodologies
• Understanding of CI/CD pipelines
• Technical aptitude: Understanding of general development techniques, tools and features of various languages (Java/ C/ C++/ .Net/ Ruby/ scripting...), though coding is not a primary job functio n
• Solution orientation: Creative problem-solving and consultative selling
• Communication: Excellent verbal and written skills for engaging with technical and business stakeholders
• Project management: Ability to manage multiple concurrent customer engagements
• Adaptability: Flexible thinking and ability to adjust approach based on customer needs

The ideal candidate will combine technical expertise with strong business acumen, demonstrating the ability to understand customer challenges. They should be passionate about application security and motivated to help organizations improve their security posture through innovative solutions.

Pay Range

$100,000 - $150,000 USD

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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