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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.

We are seeking an experienced and visionary Principal Product Owner– Post-Sale Experience to lead the strategy, design, and execution of products and platforms that support the customer journey after the initial sale. This role is pivotal in optimizing and scaling the systems that power Customer Onboarding, Support, Success, Account Health, and Renewals. As a senior individual contributor, you will partner closely with executive stakeholders across Customer Success, Sales, Product, Engineering, and Operations to deliver seamless, data‑driven, and measurable customer experiences. You will drive the post‑sale product vision, define cross‑functional roadmaps, and ensure alignment across customer‑facing teams to enhance customer satisfaction, retention, and revenue growth.

• Own and drive the strategic product vision for the post‑sale lifecycle, aligning it with company growth, customer retention, and expansion goals.
• Define and lead execution of a multi‑year product roadmap for platforms supporting onboarding, case management, health scoring, customer engagement, and renewals.
• Identify and solve complex problems across tools and teams, with a focus on unifying the customer experience across multiple touchpoints.
• Serve as a thought leader and subject matter expert on post‑sale systems and customer lifecycle technologies.
• Translate business goals into high‑impact product initiatives, user journeys, and system workflows.
• Establish key performance metrics to measure impact (e.g., NPS, time to value, renewal rates, churn, product adoption).
• Act as a strategic advisor to senior leadership and influence cross‑functional priorities and investments.
• Lead discovery, competitive analysis, and customer interviews to uncover new opportunities and ensure product‑market fit.
• Champion change management and user adoption strategies across internal teams and customer‑facing roles.

• 10+ years of experience in Product Management, with at least 3+ years in a principal‑level role.
• Proven leadership in post‑sale domains, including Customer Success, Support, or Lifecycle Management in B2B or SaaS environments.
• Deep experience with Customer Experience platforms (e.g., Salesforce Service Cloud, ChurnZero).
• Experience implementing customer journey frameworks, segmentation strategies, or success playbooks.
• Demonstrated ability to set vision, influence executives, and lead cross‑functional initiatives without direct authority.
• Highly analytical, data‑driven, and outcome‑oriented.
• Exceptional communication, facilitation, and stakeholder engagement skills.
• Proficiency with Agile methodologies and product development tools (e.g., Jira, Confluence, Aha!).

The base salary range for this role is $150,200–$225,300. In addition, the role may be eligible for commission.

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. Black Duck also provides reasonable accommodation to individuals with a disability in accordance with applicable laws.

Black Duck is seeking a Technical Product Manager focused on AI capabilities for the Polaris security platform. The role involves driving AI product features, collaborating with engineering, and rapidly prototyping innovative solutions.

The ideal candidate should have 3-7+ years in product management, a strong understanding of AI systems, and familiarity with modern development practices. This position offers a competitive salary range and opportunities to shape AI strategies within the company.

Black Duck is seeking a Technical Product Manager (TPM) to scale AI and agent-enabled capabilities within Polaris. The TPM will drive AI product features, partner with engineering, and contribute to AI strategy.

Candidates should have 3-7+ years in product management and a strong understanding of AI systems. This role will support the PM team in delivering impactful AI-driven solutions in application security.

The position is based in Atlanta, GA, and offers a salary range of $119,100 - $178,700 USD.

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.

Lead Sales Engineer – Application Security

Own the Room. Architect the Deal. Redefine AppSec.

Black Duck Software isn’t here to play small. We help the world’s top enterprises ship secure, high‑quality software without slowing down . As pioneers in SAST, SCA, and DAST , we’ve spent years setting the standard for AppSec — and we’re not done.

Now we’re looking for a Senior Staff Sales Engineer who can bring technical gravity, stage presence, and a bit of swagger. Someone who can walk into a room full of architects, CISOs, or developers and immediately take control of the conversation. Someone who sees complex customer problems and thinks: let’s go .

If you’re the SE who thrives on pressure, loves the chase, and delivers the technical knockout punch that makes deals close, keep reading.

Your Mission

• Be the technical closer. Drive strategy with your AE partners and unlock enterprise deals others can’t.
• Run killer demos and POCs. Turn complex requirements into “wow, we need this” moments.
• Diagnose customer pain fast. Architect solutions across SAST, SCA, DAST, SDLC, and DevSecOps pipelines.
• Win competitive battles. You’ll know exactly how to position Black Duck and outmaneuver the field.
• Own the narrative. Deliver high-impact presentations that land with engineers and executives.
• Embed in their stack. CI/CD, cloud, containers, you name it — you’ll show them how it all fits.
• Be the expert customers trust. When things get technical, you’re the one they want in the room.
  
  

• 8+ years of sales engineering / pre-sales in AppSec or something damn close
• Real understanding of application security, vulnerabilities, and testing methodologies
• Strong SAST, SCA, or DAST experience (bonus points if you’ve used multiple)
• Software development or security engineering chops — you’re not afraid of code
• Elite communication skills (you can explain anything to anyone)
• Curiosity, creativity, and a comfort with ambiguity — you don’t need a script
  
  

• Consulting or enterprise architecture background
• Experience with DevOps tools, CI/CD systems, and modern SDLC workflows
• Ability to juggle multiple high‑stakes engagements without breaking a sweat
• A strategic mindset — you solve the problem and shape the deal
• Passion for AppSec and a desire to help customers level up their security posture
  
  

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.

We are seeking a high-impact Lead Channel Partner to drive indirect revenue growth across the Northeast and Central regions of the United States. This role will be responsible for developing and executing a partner-led go-to-market strategy with a focused set of strategic resell partners (GuidePoint Security, Optiv), hyperscalers (AWS, Google Cloud), and Global Systems Integrators (GSIs). The ideal candidate brings a strong background in channel sales, cybersecurity/AppSec, and partner ecosystem development, with a proven ability to influence cross‑functional stakeholders and drive measurable pipeline and revenue through partners.

• Partner Strategy & Revenue Growth
  • Own and execute the regional partner strategy to drive net‑new pipeline and revenue through resell, hyperscaler, and SI channels.
  • Build joint business plans (JBPs) with GuidePoint, Optiv, AWS, Google Cloud, and targeted GSIs aligned to corporate growth objectives.
  • Establish clear performance metrics (pipeline creation, sourced ARR, influenced revenue, deal velocity).
• Resell Partner Management (GuidePoint & Optiv)
  • Develop deep executive and field‑level relationships across sales, technical, and leadership teams.
  • Drive field engagement and alignment with regional AEs to ensure strong deal registration discipline and pipeline generation.
  • Enable partner sellers through training, certifications, and joint account planning.
• Hyperscaler Co‑Sell Motion (AWS & Google Cloud)
  • Align with AWS and Google Cloud partner teams to accelerate co‑sell opportunities and marketplace transactions.
  • Drive co‑sell pipeline development, including joint customer engagement, demand generation, and partner marketing initiatives.
  • Ensure strong visibility and utilization of cloud marketplace programs and incentives.
• Global SI Engagement
  • Collaborate with GSIs to embed solutions into digital transformation, DevSecOps, and cloud modernization initiatives.
  • Identify and scale repeatable solution plays and industry use cases.
  • Partner with internal alliances teams to align global strategy with regional execution.
• Cross‑Functional Collaboration
  • Work closely with direct sales, marketing, alliances, and customer success teams to ensure coordinated partner engagement.
  • Drive MDF planning and ROI tracking to optimize partner investments.
  • Provide regular updates to leadership on pipeline performance, partner health, and growth opportunities.

Required

• 7–10+ years of experience in partner sales, channel management, or alliances, ideally within cybersecurity or enterprise software.

Proven Success Working With

• National resell partners (e.g., GuidePoint, Optiv, CDW, etc.)
• Hyperscalers (AWS, Google Cloud)
• Global Systems Integrators
• Strong understanding of partner economics, deal registration, and marketplace models
• Demonstrated ability to build pipeline and drive revenue through indirect channels
• Excellent executive presence, communication, and negotiation skills
• Ability to operate in a matrixed organization and influence without authority

Preferred

• Experience in Application Security (AppSec), DevSecOps, or software supply chain security
• Familiarity with cloud marketplaces and co‑sell programs
• Experience developing and executing joint GTM strategies with multiple partner types

Key Competencies

• Strategic thinker with strong execution discipline
• Data‑driven mindset with focus on pipeline and ROI
• Strong relationship builder across partner and internal ecosystems
• High accountability and ownership mentality
• Ability to thrive in a fast‑paced, high‑growth environment

Success Metrics

• Partner‑sourced and influenced pipeline and ARR growth
• Hyperscaler co‑sell and marketplace revenue contribution
• Reseller engagement levels and field alignment effectiveness
• GSI pipeline contribution and solution adoption
• ROI on partner investments (MDF, campaigns, enablement)

Based in the Northeast or Central

The base salary range across the U.S. for this role is between $104,200 -$156,300. In addition, this role is eligible for a commission. Black Duck offers a competitive total rewards package. The actual compensation offered will be based on a number of job‑related factors, including location, skills, experience, and education.

Pay Range: $104,200 USD - $156,300 USD

Black Duck is an equal opportunity employer. We consider all applicants for employment without regard to race, color, national origin, religion, sex, gender identity or expression, age, disability, sexual orientation, veteran or military service status, or any other characteristic protected by applicable law. Black Duck complies with all applicable laws prohibiting employment discrimination in every jurisdiction where it operates and provides reasonable accommodations to individuals with disabilities in accordance with applicable law.

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.

We are seeking a high-impact Lead Channel Partner to drive indirect revenue growth across the Northeast and Central regions of the United States. This role will be responsible for developing and executing a partner-led go-to-market strategy with a focused set of strategic resell partners (GuidePoint Security, Optiv), hyperscalers (AWS, Google Cloud), and Global Systems Integrators (GSIs).

The ideal candidate brings a strong background in channel sales, cybersecurity/AppSec, and partner ecosystem development, with a proven ability to influence cross-functional stakeholders and drive measurable pipeline and revenue through partners.

• Own and execute the regional partner strategy to drive net‑new pipeline and revenue through resell, hyperscaler, and SI channels.
• Build joint business plans (JBPs) with GuidePoint, Optiv, AWS, Google Cloud, and targeted GSIs aligned to corporate growth objectives.
• Establish clear performance metrics (pipeline creation, sourced ARR, influenced revenue, deal velocity).
• Develop deep executive and field-level relationships across sales, technical, and leadership teams.
• Drive field engagement and alignment with regional AEs to ensure strong deal registration discipline and pipeline generation.
• Enable partner sellers through training, certifications, and joint account planning.
• Align with AWS and Google Cloud partner teams to accelerate co‑sell opportunities and marketplace transactions.
• Drive co‑sell pipeline development, including joint customer engagement, demand generation, and partner marketing initiatives.
• Ensure strong visibility and utilization of cloud marketplace programs and incentives.
• Collaborate with GSIs to embed solutions into digital transformation, DevSecOps, and cloud modernization initiatives.
• Identify and scale repeatable solution plays and industry use cases.
• Partner with internal alliances teams to align global strategy with regional execution.
• Work closely with direct sales, marketing, alliances, and customer success teams to ensure coordinated partner engagement.
• Drive MDF planning and ROI tracking to optimize partner investments.
• Provide regular updates to leadership on pipeline performance, partner health, and growth opportunities.

• 7–10+ years of experience in partner sales, channel management, or alliances, ideally within cybersecurity or enterprise software.

• National resell partners (e.g., GuidePoint, Optiv, CDW, etc.).
• Hyperscalers (AWS, Google Cloud).
• Global Systems Integrators.
• Strong understanding of partner economics, deal registration, and marketplace models.
• Demonstrated ability to build pipeline and drive revenue through indirect channels.
• Excellent executive presence, communication, and negotiation skills.
• Ability to operate in a matrixed organization and influence without authority.

• Experience in Application Security (AppSec), DevSecOps, or software supply chain security.
• Familiarity with cloud marketplaces and co-sell programs.
• Experience developing and executing joint GTM strategies with multiple partner types.

• Strategic thinker with strong execution discipline.
• Data‑driven mindset with focus on pipeline and ROI.
• Strong relationship builder across partner and internal ecosystems.
• High accountability and ownership mentality.
• Ability to thrive in a fast‑paced, high‑growth environment.

• Partner‑sourced and influenced pipeline and ARR growth.
• Hyperscaler co‑sell and marketplace revenue contribution.
• Reseller engagement levels and field alignment effectiveness.
• GSI pipeline contribution and solution adoption.
• ROI on partner investments (MDF, campaigns, enablement).

Based in the Northeast or Central.

The base salary range across the U.S. for this role is between $104,200 - $156,300. In addition, this role is eligible for a commission. Black Duck offers a competitive total rewards package. The actual compensation offered will be based on a number of job‑related factors, including location, skills, experience, and education.

Pay Range: $104,200 USD - $156,300 USD

Black Duck is an equal opportunity employer. We consider all applicants for employment without regard to race, color, national origin, religion, sex, gender identity or expression, age, disability, sexual orientation, veteran or military service status, or any other characteristic protected by applicable law. Black Duck complies with all applicable laws prohibiting employment discrimination in every jurisdiction where it operates and provides reasonable accommodations to individuals with disabilities in accordance with applicable law.

Black Duck is seeking a high-impact Lead Channel Partner to drive indirect revenue growth across the Northeast and Central regions of the U.S. This role involves developing a partner-led go-to-market strategy with key strategic resell and hyperscaler partners.

The ideal candidate has 7–10+ years of experience in partner sales within cybersecurity, demonstrating strong relationship-building and execution skills. A competitive salary and incentive structure is offered for this key position.

Black Duck is seeking a Lead Channel Partner based in the United States to drive revenue growth across the Northeast and Central regions. The ideal candidate will have extensive experience in partner sales and cybersecurity.

This role involves developing go-to-market strategies with strategic partners and requires strong communication and relationship-building skills. A competitive salary range of $104,200 - $156,300 is offered, alongside commission and other benefits.