Lead Partner, Sales Engineer (Public Sector)
About the position Black Duck Software delivers True Scale Application Security, empowering organizations to build and deploy secure, high-quality software at speed. Our unified AppSec platform—spanning SAST, SCA, and DAST—helps development teams to identify and remediate vulnerabilities across proprietary code, open-source components, and AI generated code throughout the SDLC. We support customers across federal, state, and local agencies, as well as the specialized partner ecosystem that serves them. Position Overview As a key member of our Public Sector Partner Sales organization, the Sales Engineer, Partner (Public Sector) will drive the technical strategy, enablement, and success of our partner ecosystem—including resellers, systems integrators, and technology partners operating across federal, state, and local government markets. You will be the technical bridge between Black Duck and our partners: enabling their teams, supporting joint pursuits, guiding solution architecture, and ensuring partners can confidently represent and differentiate Black Duck solutions. This role is ideal for a technically strong, relationship-oriented, presales professional who thrives in a partner-driven environment.
Responsibilities
- 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 in general
- Represent Black Duck at partner events, government technology forums, and security conferences
- Act as a trusted advisor to partner engineering teams and technical leadership
Requirements
- U.S. Citizenship required
- 8+ years of experience in sales engineering, solutions architecture, or technical pre-sales, ideally with a focus on AppSec or DevSecOps
- Located in Washington DC Metro area (ideally). Will consider remote for the right candidate, with regular travel.
- Frequent travel to in person meeting, partner, and industry events
- Proven experience working with public sector partners, resellers, or systems integrators
- Experience supporting federal, state, or local government technology programs
- Familiarity with public sector frameworks and standards (e.g., NIST 80053, 800171, FedRAMP, DISA STIGs)
- Strong knowledge of application security tools and concepts (SAST, SCA, DAST)
- Ability to engage both highly technical audiences and executive-level stakeholders
- Familiarity with common software development languages and eco systems ((C/C++, Java, .NET, scripting languages)
- Experience with CI/CD pipelines, DevOps tooling, and modern SDLC workflows (i.e. GitHub, GitLab)
- Excellent communication, presentation, and partner relationship-building skills
- Strong problem-solving abilities with a consultative, partner-first mindset
- Self-starter with the drive to independently build, grow relationships and act without detailed guidance.
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