Senior Sales Engineer

This is a fully remote position, open to applicants in Sweden.

📋 Description

• Collaborate with Account Executives and Account Managers to formulate and implement technical sales strategies aimed at acquiring new clients and fostering customer growth.

• Conduct technical discovery sessions to identify business challenges, application security needs, and strategic goals.

• Provide product demonstrations, workshops, and proof-of-value engagements that clearly communicate both technical and business benefits.

• Position Black Duck’s application security offerings, including SAST, SCA, DAST, and AI-enabled features, in relation to customer-specific challenges.

• Create and propose customized solutions that meet customer security, compliance, and software development goals.

• Assist prospects and customers in understanding application security risks, recognizing gaps, and assessing the business implications of secure software development practices.

• Engage with technical teams, security leaders, and executive stakeholders to build consensus and expedite decision-making processes.

• Work alongside Sales to distinguish Black Duck in competitive scenarios and enhance win rates.

• Play a role in account planning and growth strategies by identifying use cases and opportunities for expansion.

• Facilitate technical validation, proof-of-value assessments, and integration dialogues within contemporary DevSecOps and AI-assisted development settings.

• Serve as a trusted advisor throughout the customer journey, ensuring alignment of application security investments with business outcomes.

• Keep informed about trends in application security, emerging technologies, AI-driven development methodologies, and the competitive landscape.

⛳️ Requirements

• Background in Sales Engineering, Solutions Engineering, Technical Pre-Sales, or a comparable customer-facing technical role, preferably within application security, cybersecurity, or DevSecOps.

• Proven track record of supporting both new business acquisition and customer expansion opportunities in collaboration with quota-carrying sales teams.

• Strong grasp of application security principles, software vulnerabilities, secure development methodologies, and security testing techniques.

• Practical experience with application security technologies such as SAST, SCA, DAST, API Security, or similar solutions.

• In-depth knowledge of DevOps practices, CI/CD pipelines, cloud-native applications, and modern software development environments.

• Familiarity with AI-assisted software development tools and comprehension of the opportunities and security implications tied to AI-generated code.

• Technical foundation in software development, security engineering, DevSecOps, cloud technologies, or a related field.

• Outstanding communication and presentation abilities, capable of engaging diverse audiences from developers and security practitioners to senior executives.

• Proven capability to influence technical decision-makers, quickly establish credibility, and foster trusted advisor relationships.

• Strong business insight connecting technical capabilities to business outcomes, risk mitigation, compliance goals, and software development efficiency.

• Self-driven, collaborative, and adept at functioning in a fast-paced, growth-oriented environment.

🏝️ Benefits

• Equal opportunity employer.

• Reasonable accommodations for individuals with disabilities in accordance with applicable law.

• Opportunity to be part of a collaborative team of seasoned sales and technical professionals.

• Direct contribution to business growth.

• Chance to assist customers in modernizing and enhancing their application security programs.