Principal Partner Sales Engineer
The Principal Partner Sales Engineer at Black Duck Software, Inc. plays a pivotal role in expanding channel sales across the East Coast. This position involves close collaboration with partner sales managers to establish and nurture relationships with partners, ensuring they are well-equipped to market Black Duck's application security solutions effectively. Black Duck, a leader in application security testing, offers comprehensive tools and services to help organizations build secure, high-quality software efficiently.
Key responsibilities include building and curating strong relationships with partners, providing a white-glove technical enablement experience, and educating partners on performing technical discovery, discussing the value proposition of Black Duck solutions, and understanding the competitive landscape. The role also involves collaborating with the marketing team to develop enablement content, delivering presentations at partner events, trade shows, and webinars, keeping partners informed on solution updates and the evolving application security landscape, and fostering synergies between sales teams and partners.
Candidates should possess over 10 years of experience in sales engineering, solutions architecture, or technical sales, with a strong background in application security (AppSec or DevSecOps). Prior experience in software development and DevOps is essential, along with existing channel partner contacts. A deep understanding of application security tools and concepts (SAST, SCA, DAST), proficiency in common software development languages and ecosystems (C/C++, Java,.NET, scripting languages), and experience with CI/CD pipelines and modern SDLC workflows (e.g., GitHub, GitLab) are required. Excellent communication, presentation, and partner relationship-building skills, along with strong problem-solving abilities and a consultative, partner-first mindset, are crucial. The role demands a self-starter with the drive to independently build and grow relationships without detailed guidance.
The compensation for this position ranges from $150,400 to $225,600 annually. Black Duck offers a competitive total rewards package, with actual compensation based on factors such as location, skills, experience, and education.
Black Duck fosters a collaborative and innovative company culture, emphasizing continuous learning and professional growth. Employees have opportunities to engage in thought leadership, participate in industry events, and contribute to the advancement of application security solutions. Joining Black Duck means becoming part of a team dedicated to helping organizations secure their software development processes and deliver high-quality products to the market.