Principal Partner Sales Engineer

Principal Partner Sales Engineer

Burlington, MA, East-Coast (Remote)

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're looking for a Principal Partner Sales Engineer (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 Black Duck's product solutions.

(Note: Only candidates on the East-Coast will be considered for this position)

Key Responsibilities:

• Build and curate strong relationships with partners
• Provide a white glove technical enablement experience to partners
• Educate partners on:
• Performing technical discovery
• Discussion of value proposition of Black Duck solutions
• Competitive Landscape
• Collaborate with marketing team to develop enablement content.
• Engage in thought leadership by delivering presentations partner events, trade shows and webinars.
• Keep partners informed on solution updates and changing AppSec landscape.
• Help build synergies between sales teams and partners

Key Qualifications:

• 10+ years of experience in Sales Engineering, solutions architecture, or technical sales
• Application security experience or knowledge (AppSec or DevSecOps)
• Prior experience in software development and DevOps
• Candidates with channel partner contacts preferred
• Strong knowledge of application security tools and concepts (SAST, SCA, DAST)
• Ability to engage both highly technical audiences and executive-level stakeholders
• Familiarity with common software development languages and eco systems (C/C++, Java, .NET, scripting languages)
• Experience with CI/CD pipelines, DevOps tooling, and modern SDLC workflows (i.e. GitHub, GitLab)
• Excellent communication, presentation, and partner relationship-building skills
• Strong problem-solving abilities with a consultative, partner-first mindset
• Self-starter with the drive to independently build, grow relationships and act without detailed guidance.

Pay Range

$150,400 - $225,600 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.