Lead Sales Engineer - Enterprise/Commercial

About this role

<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></p> <div> <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> <div> <p><strong><span data-contrast="auto">Lead Sales Engineer – Enterprise / Commercial</span></strong><span data-ccp-props="{}">&nbsp;</span></p> <p><span data-contrast="auto">Black Duck Software, Inc. helps organizations build secure, high-quality software—minimizing risk while maximizing speed and productivity. A recognized pioneer in application security, Black Duck provides&nbsp;<strong>SAST, SCA, DAST&nbsp;</strong>and<strong>&nbsp;LLM based&nbsp;solutions</strong>&nbsp;that enable teams to rapidly&nbsp;identify&nbsp;and remediate vulnerabilities across proprietary code, open-source components, and application behavior. With industry-leading tools, services, and deep&nbsp;expertise, Black Duck empowers organizations to integrate security across the entire&nbsp;AI based&nbsp;DevSecOps&nbsp;lifecycle.&nbsp;</span><span data-ccp-props="{}">&nbsp;</span></p> <p><span data-contrast="auto">We are&nbsp;seeking&nbsp;a motivated and customer-focused&nbsp;</span><strong><span data-contrast="auto">Lead Sales Engineer</span></strong><span data-contrast="auto">&nbsp;to join our&nbsp;</span><strong><span data-contrast="auto">Enterprise / Commercial team</span></strong><span data-contrast="auto">, partnering closely with a team of&nbsp;</span><strong><span data-contrast="auto">Account Executives focused on new business&nbsp;acquisitions</span></strong><span data-contrast="auto">. This individual will play a critical role in helping drive new customer growth by aligning technical&nbsp;expertise&nbsp;with strategic sales execution, ensuring prospects clearly understand the value and differentiation of our application security solutions.</span><span data-ccp-props="{}">&nbsp;</span></p> <p><span data-ccp-props="{}">&nbsp;</span><strong><span data-contrast="auto">Role Overview</span></strong><span data-ccp-props="{}">&nbsp;</span></p> <p><span data-contrast="auto">As a Lead Sales Engineer, you will act as a trusted technical advisor throughout the&nbsp;</span><strong><span data-contrast="auto">new business sales cycle</span></strong><span data-contrast="auto">, working alongside Account Executives to engage prospective customers, uncover their needs, and deliver compelling, solution-oriented outcomes. You&nbsp;must&nbsp;bring a consultative, forward-looking approach to every interaction, helping to accelerate&nbsp;deal&nbsp;velocity and build confidence with technical and executive stakeholders alike.</span><span data-ccp-props="{}">&nbsp;</span></p> <p><span data-ccp-props="{}">&nbsp;</span><strong><span data-contrast="auto">Key Responsibilities</span></strong><span data-ccp-props="{}">&nbsp;</span></p> <ul> <li data-leveltext="" data-font="Symbol" data-listid="1" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"multilevel"}" data-aria-posinset="1" data-aria-level="1"><span data-contrast="auto">Proven ability to support&nbsp;</span><strong><span data-contrast="auto">new business sales cycles</span></strong><span data-contrast="auto">&nbsp;in partnership with quota-carrying Account Executives&nbsp;to develop and execute technical strategies that drive&nbsp;</span><strong><span data-contrast="auto">net-new customer acquisition</span></strong><span data-ccp-props="{}">&nbsp;</span></li> </ul> <ul> <li data-leveltext="" data-font="Symbol" data-listid="1" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"multilevel"}" data-aria-posinset="2" data-aria-level="1"><span data-contrast="auto">Lead technical discovery sessions, product demonstrations, and&nbsp;</span><strong><span data-contrast="auto">proof-of-value engagements</span></strong><span data-contrast="auto">&nbsp;for prospective customers</span><span data-ccp-props="{}">&nbsp;</span></li> </ul> <ul> <li data-leveltext="" data-font="Symbol" data-listid="1" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"multilevel"}" data-aria-posinset="3" data-aria-level="1"><span data-contrast="auto">Position and articulate the value of&nbsp;</span><strong><span data-contrast="auto">SAST, SCA, DAST&nbsp;and LLM based&nbsp;solutions</span></strong><span data-contrast="auto">&nbsp;in the context of customer-specific challenges and priorities</span><span data-ccp-props="{}">&nbsp;</span></li> </ul> <ul> <li data-leveltext="" data-font="Symbol" data-listid="1" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"multilevel"}" data-aria-po