VP of Sales Engineering - Remote North America
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.
The Vice President, Global Sales Engineering is a key member of the commercial leadership team, accountable for advancing enterprise‑wide revenue and strategic objectives through the direction of a world‑class Presales Solutions organization. This leader sets the vision, drives operational excellence, and ensures the team is equipped to articulate and demonstrate the differentiated value of Black Duck solutions across global markets. The VP also serves as a hands‑on executive contributor in high‑impact opportunities, elevating deal strategy and customer engagement.
Executive Responsibilities
- Provide strategic leadership for a global Sales Engineering organization, establishing a high‑performance culture that consistently delivers against corporate growth objectives.
- Drive operational discipline and accountability, ensuring the organization meets or exceeds all performance expectations.
- Serve as a senior subject matter expert on Black Duck technology, solution strategy, and market positioning.
- Partner with Sales leadership to shape deal strategy, influence the sales cycle, and ensure effective execution from qualification through close.
- Lead, mentor, and develop a high‑caliber Presales Solutions team, instilling a culture of excellence, collaboration, and continuous improvement.
- Oversee talent management, including recruiting, performance leadership, succession planning, and employee engagement.
- Direct resource planning and coverage strategies to ensure optimal alignment of technical expertise to global sales opportunities.
- Champion the development of compelling, value‑driven product demonstrations and enablement assets in partnership with Product Management.
- Provide competitive intelligence and actionable insights to Marketing, Product, and Sales to inform go‑to‑market strategy.
- Represent Black Duck at strategic industry events, customer forums, and executive‑level engagements.
- Contribute to long‑term product and market strategy, ensuring customer requirements are effectively communicated across the organization.
- Ensure disciplined use of Salesforce and other systems to drive pipeline transparency, forecasting accuracy, and operational rigor.
- Partner with cross‑functional executives to improve process alignment, customer experience, and revenue outcomes.
Executive Qualifications
- Bachelor’s degree preferred; advanced credentials beneficial but not required.
- 10+ years of progressive leadership experience within software, technology, or enterprise solutions environments.
- 5+ years of successful leadership in presales, sales engineering, or solution consulting, preferably in a global organization.
- Demonstrated ability to lead, scale, and inspire technical sales teams in a high‑growth, fast‑paced environment.
- Strong strategic acumen with a track record of influencing revenue growth, operational excellence, and organizational maturity.
- Executive‑level communication, presentation, and relationship‑building capabilities.
- Strong technical aptitude, including understanding of system architecture, data, analytics, and solution design principles.
- Proven strength in cross‑functional collaboration, stakeholder alignment, and enterprise‑scale program execution.
- Exceptional organizational discipline with the ability to manage multiple priorities and drive results with minimal oversight.
- Expertise with CRM platforms; Salesforce experience preferred.
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.