About the role
Responsibilities Partner with Regional Sales Managers on technical sales strategies for new logo acquisition and growth Lead technical discovery sessions to uncover application security requirements and objectives Deliver product demonstrations, workshops and proof-of-value engagements Position Black Duck SAST, SCA, DAST and AI-enabled capabilities against customer priorities Design tailored solutions addressing security, compliance and development objectives Engage technical teams, security leaders and executives to accelerate decisions Contribute to account planning and identify expansion opportunities in existing customers Act as a trusted advisor across the customer journey Requirements Experience in sales engineering, solutions engineering or technical pre-sales Understanding of application security, software vulnerabilities and security testing Hands-on experience with SAST, SCA, DAST or API security Knowledge of DevOps, CI/CD pipelines and cloud-native applications Familiarity with AI-assisted development tools and AI-generated code security Exceptional communication and presentation skills across technical and executive audiences Preferred Qualifications Background in cybersecurity or DevSecOps Proven success supporting new business and customer expansion with quota-carrying teams About the Company Black Duck Software helps organizations build secure, high-quality software through SAST, SCA and DAST solutions and services.