As a Sr. Manager, Sales Engineering at Black Duck Software, Inc., you will lead a high-performing team of Sales Engineers in the Enterprise West region. Your role involves driving technical excellence, strategic engagement, and customer success through collaboration with various departments such as Enterprise Sales, Product Management, Engineering, and R&D. **Key Responsibilities:**
Lead, coach, and develop a team of Sales Engineers to provide exceptional technical partnerships to the Enterprise West sales organization. - Cultivate a culture of excellence, accountability, and continuous improvement within the Sales Engineering team. - Collaborate with Sales Leadership to execute regional strategy, enhance win rates, and foster the growth of new and existing businesses. - Maintain a strong understanding of application security and modern AI code generation practices. - Deliver engaging presentations, technical briefings, and product discussions tailored to diverse audiences, from developers to C-level executives. - Create compelling demonstrations aligned with business objectives for technical, security, and legal stakeholders. - Manage multiple Proofs of Concept (PoCs) with clear success criteria and technical validation. - Offer deep technical expertise throughout sales cycles to influence outcomes and identify expansion opportunities. - Provide actionable customer insights to Product Management and R&D for product enhancements and roadmap direction. **Key Requirements:**
3+ years of management experience in high-tech software sales or sales engineering leadership. - Bachelor's degree in computer science, MIS, or equivalent experience. - 5+ years of experience in a high-tech software organization, preferably in Sales Engineering or Technical Sales. - Strong understanding of modern software development, AI-assisted development, SBOM, functional safety, deployment technologies, and the application security landscape. - Excellent communication skills to articulate value drivers and technical differentiation effectively. - Proven ability to manage multiple sales cycles in a fast-paced environment. - Open-minded, adaptable, and eager to stay updated with new technologies and industry trends. - Ideal candidates will be based in the West US, specifically CA, OR, WA, AZ, NM. **Nice to Have:**
Direct Sales Engineering experience in the Application Security domain (SAST, DAST, IAST, SCA). If you are passionate about driving technical excellence, shaping regional strategy, and maximizing customer success in the Enterprise West region, this opportunity as a Sr. Manager, Sales Engineering at Black Duck Software, Inc. could be the perfect fit for you. Apply now and be part of a team that helps organizations build secure, high-quality software while minimizing risks and maximizing productivity. As a Sr. Manager, Sales Engineering at Black Duck Software, Inc., you will lead a high-performing team of Sales Engineers in the Enterprise West region. Your role involves driving technical excellence, strategic engagement, and customer success through collaboration with various departments such as Enterprise Sales, Product Management, Engineering, and R&D. **Key Responsibilities:**
Lead, coach, and develop a team of Sales Engineers to provide exceptional technical partnerships to the Enterprise West sales organization. - Cultivate a culture of excellence, accountability, and continuous improvement within the Sales Engineering team. - Collaborate with Sales Leadership to execute regional strategy, enhance win rates, and foster the growth of new and existing businesses. - Maintain a strong understanding of application security and modern AI code generation practices. - Deliver engaging presentations, technical briefings, and product discussions tailored to diverse audiences, from developers to C-level executives. - Create compelling demonstrations aligned with business objectives for technical, security, and legal stakeholders. - Manage multiple Proofs of Concept (PoCs) with clear success criteria and technical validation. - Offer deep technical expertise throughout sales cycles to influence outcomes and identify expansion opportunities. - Provide actionable customer insights to Product Management and R&D for product enhancements and roadmap direction. **Key Requirements:**
3+ years of management experience in high-tech software sales or sales engineering leadership. - Bachelor's degree in computer science, MIS, or equivalent experience. - 5+ years of experience in a high-tech software organization, preferably in Sales Engineering or Technical Sales. - Strong understanding of modern software development, AI-assisted development, SBOM, functional safety, deployment technologies, and the application security landscape. - Excellent communication skills to articulate value drivers and technical differentiation effectively. - Proven ability to manage multiple sales cycles in a fast-paced environment. - Open-minded, adapt