Black Duck

Sales Engineer

• Enable public sector partners to position, demo, and architect Black Duck solutions
• Deliver technical training sessions, hands-on workshops, and solution certifications
• Guide partners on best practices for AppSec integration in government environments
• Collaborate with partner account managers to support joint territory planning
• Communicate technical value and competitive differentiation across partner organizations
• Provide architecture guidance related to SAST, SCA, DAST, DevSecOps, and CI/CD integration
• Advise partners on addressing compliance requirements for federal, state, and local agencies
• Stay current on trends in public sector cybersecurity, DevSecOps, and AppSec
• Represent Black Duck at partner events, government technology forums, and security conferences
• Act as a trusted advisor to partner engineering teams and technical leadership

Lead Sales Engineer, Public Sector

• Lead, coach, and develop a team of Sales Engineers to deliver exceptional technical partnerships to the Enterprise West sales organization.
• Drive a culture of excellence, accountability, and continuous improvement across the SE team.
• Partner with Sales Leadership to execute regional strategy, improve win rates, and support growth of new and existing businesses.
• Maintain a strong understanding of application security.
• Strong understanding of how AppSec is sold through partners and MSPs.
• Stay current on modern AI code generation/AI assisted development practices to guide customer conversations and demos.
• Deliver polished presentations, technical briefings, and product discussions for audiences ranging from developers to C-level executives.
• Create compelling, business aligned demonstrations tailored to technical, security, and legal stakeholders.
• Lead and manage multiple Proofs of Concept (PoCs), ensuring clear success criteria and strong technical validation.
• Provide deep technical expertise throughout sales cycles to influence outcomes and support expansion opportunities.
• Work closely with Product Management and R&D to provide actionable customer insights that guide product enhancements and roadmap direction.

Senior Manager, Sales Engineering – Enterprise

• Build and curate strong relationships with partners
• Provide a white glove technical enablement experience to partners
• Educate partners on performing technical discovery
• Discussion of value proposition of Black Duck solutions
• Competitive Landscape
• Collaborate with marketing team to develop enablement content.
• Engage in thought leadership by delivering presentations partner events, trade shows and webinars.
• Keep partners informed on solution updates and changing AppSec landscape.
• Help build synergies between sales teams and partners.

Principal Partner Sales Engineer

Controller

• Own and continuously improve the monthly, quarterly, and annual close, with a focus on speed, accuracy, and repeatability.
• Deliver high-confidence financial statements used by management, the Board, lenders, and sponsors.
• Ensure clear reconciliation between GAAP results, management reporting, and debt covenant calculations.
• Establish close calendars, review standards, and accountability consistent with private-equity expectations.
• Serve as the Company’s authority on S. GAAP, with deep ownership of software and SaaS revenue recognition under ASC 606.
• Lead accounting judgments related to multi-element arrangements, renewals, usage-based fees, professional services, contract modifications, and variable consideration.
• Research, document, and implement accounting standards and interpretations, including preparation of formal accounting position memos.
• Proactively assess accounting implications of strategic, commercial, and go-to-market decisions.
• Lead the administration, optimization, and ongoing enhancement of the NetSuite ERP platform to support accounting, financial reporting, and operational workflows.
• Monitor KPIs and financial metrics using NetSuite analytics tools, providing insights to executive leadership.
• Lead all external audits, reviews, and agreed-upon procedures with a goal of clean, predictable outcomes.
• Maintain and enhance internal controls over financial reporting, balancing rigor with operating efficiency.
• Act as the primary accounting interface with external auditors, lenders, and private-equity sponsor finance teams.
• Ensure timely and accurate delivery of lender reporting and covenant compliance support.
• Own balance sheet quality and transparency across cash, accounts receivable, deferred revenue, accruals, reserves, and equity.
• Partner with the CFO on cash forecasting discipline, working capital management, and debt covenant modeling.
• Ensure accounting outputs fully support liquidity management and capital allocation decisions.
• Lead, develop, and retain a high-performing controllership organization capable of scaling with the business.
• Establish clear roles, review layers, and career development paths to reduce key-person risk.
• Upgrade processes, systems, and documentation to move from “heroics” to institutional reliability.
• Ensure accounting records, policies, and controls are continuously diligence-ready.
• Support M&A, refinancing, and exit processes through quality of earnings support, historical financial clarity, and clean audit trails.
• Anticipate and resolve accounting issues before they become diligence, valuation, or timing risks.

Lead Sales Engineer, Public Sector

Senior Manager, Sales Engineering – Enterprise

Principal Partner Sales Engineer

VP, Accounting - Controllership