This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description As a Senior Sales Engineer, you will serve as a technical bridge between customers and engineering teams, ensuring AI workloads are architected for scalability, efficiency, and production readiness. You will guide clients from initial discovery through proof-of-concept validation, translating their requirements into practical, economically viable solutions. This role combines deep technical expertise in AI infrastructure with strategic commercial insight, influencing revenue quality, engineering focus, and customer trust. You will collaborate closely with Sales and Engineering to align technical feasibility with business outcomes. The position demands a high degree of analytical rigor, strong communication skills, and the ability to operate effectively in fast-paced, high-stakes environments. Remote work within the U.S. is fully supported, offering flexibility while contributing to cutting-edge AI platform development. - Lead in-depth technical discovery sessions with customer engineering teams to understand AI model requirements, latency constraints, throughput goals, and GPU resource considerations. - Translate customer ambitions into production-ready architectures while identifying hidden technical risks and ensuring alignment with platform capabilities. - Collaborate with Sales to influence deal strategy, prevent overcommitments, and improve PoC-to-production conversion rates. - Define measurable success criteria for proofs-of-concept, including latency, throughput, time-to-first-token, and cost benchmarks. - Align internal resources, including ML solution architects, engineering, and GPU infrastructure, to deliver scalable solutions. - Identify recurring workload patterns and provide actionable insights to Product and Engineering teams to evolve platform capabilities. - Serve as a trusted technical advisor to customers, shaping platform adoption and fostering long-term relationships. Qualifications - Deep expertise in AI inference systems and GPU-backed infrastructure. - Experience with LLM workloads and performance-sensitive environments. - Proficiency with inference frameworks and libraries such as vLLM, SGLang, TensorRT-LLM, and OpenAI/Anthropic SDKs. - Ability to reason about architecture trade-offs across latency, throughput, and cost considerations. - Strong customer engagement skills with the ability to challenge assumptions constructively. - Commercial awareness and understanding of engineering resource allocation as a strategic factor. - Programming proficiency in Python and familiarity with agentic pipeline frameworks (Langchain, Langsmith, smolagents, or equivalents). - Experience with MLOps and DevOps tools such as Kubernetes, Docker, and Git; API frameworks like FastAPI or Flask. - Knowledge of cloud platforms including AWS (SageMaker, Bedrock), GCP (Vertex AI), and Azure ML. - Excellent communication, problem-solving, and cross-functional collaboration skills. Benefits - Competitive base salary ranging from $152,000 to $228,000, plus RSUs and performance bonuses. - 100% company-paid medical, dental, and vision insurance for employees and their families. - 401(k) plan with up to 4% company match and immediate vesting. - Paid parental leave: 20 weeks for primary caregivers, 12 weeks for secondary caregivers. - Company-paid short-term, long-term, and life insurance coverage. - Remote work reimbursement up to $85/month for mobile and internet expenses. - Flexible working arrangements and professional development opportunities. - Dynamic, collaborative, and innovation-driven work environment with exposure to cutting-edge AI technologies.

• Identify, develop, and expand technical relationships with key “indirect” reseller partners in territory • Drive revenue growth through reseller partners to end customers by providing pre-sales technical support and technical trainings • Identify, develop, and expand technical relationships with key partners • Assist field sales with pre-sales and post-sales support • Assist in increasing reseller, partner, and end user adoption of WatchGuard’s products through tradeshows and training (seminars, webinars, technical trainings, etc.) • Drive coordination of inter-departmental technical resources as needed to close prospective opportunities • Escalate and resolve partner and customer issues when appropriate • Assist evaluation customers with the setup and configuration of all WatchGuard products • Identify and report on competitive trends (products, promotions, etc.) • Create technical content to present to various audiences including end users and partners

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description This role is a key technical leadership position responsible for shaping how healthcare organizations evaluate, adopt, and integrate a cutting-edge data platform. The Director of Sales Engineering and Solution Design will lead a small team of Sales Engineers while remaining hands-on in solution architecture, technical discovery, and pre-sales engagements. You will collaborate closely with Sales, Product, Engineering, and Customer Success to deliver technically sound solutions that meet customer needs and drive measurable outcomes. The position offers a fast-paced, early-stage environment with opportunities to influence the product roadmap, define best practices, and directly impact customer adoption and success. Ideal candidates are strategic, technically sophisticated, and comfortable balancing leadership, execution, and hands-on solution work in complex healthcare settings. You will play a pivotal role in enabling the sales team, building trust with prospects, and ensuring smooth customer integration and implementation. - Lead, mentor, and manage a small team of Sales Engineers, setting clear expectations, coaching technical skills, and enabling scalable growth. - Drive solution design and technical architecture for complex, high-impact healthcare prospects and customers. - Own the end-to-end technical pre-sales process, including discovery, proof-of-concept, and handoff to post-sale teams. - Deliver technical demos and executive-level presentations to diverse audiences, including engineers and C-suite stakeholders. - Design and validate customer integrations with APIs, healthcare data models, and interoperability standards. - Act as the senior technical escalation point for complex integrations and customer challenges. - Develop and standardize implementation patterns, reference architectures, and technical best practices. - Partner with Product and Engineering to incorporate customer feedback into product improvements and roadmap planning. - Ensure smooth documentation and handoff from pre-sales to Customer Success and Implementation teams. - Collaborate cross-functionally to optimize go-to-market strategy, technical enablement, and sales effectiveness. Qualifications - 6+ years of experience in Sales Engineering, Solutions Architecture, or Technical Implementation, preferably in healthtech or healthcare data platforms. - Prior experience managing or mentoring a small technical team with a hands-on leadership style. - Strong expertise in designing and implementing solutions using RESTful APIs, healthcare interoperability standards (FHIR, C-CDA, HL7), and EMR data. - Proficiency in SQL and experience working with complex healthcare data models. - Demonstrated ability to design end-to-end solutions balancing technical feasibility, customer requirements, and business outcomes. - Excellent verbal and written communication skills with the ability to convey complex concepts to technical and non-technical stakeholders. - Customer-first mindset with strong relationship-building and partnership skills. - Comfortable operating in ambiguity and establishing structure in an early-stage, fast-moving environment. - Calm, adaptable, and effective under complex or high-pressure situations. Requirements - 6+ years of experience in Sales Engineering, Solutions Architecture, or Technical Implementation, preferably in healthtech or healthcare data platforms. - Prior experience managing or mentoring a small technical team with a hands-on leadership style. - Strong expertise in designing and implementing solutions using RESTful APIs, healthcare interoperability standards (FHIR, C-CDA, HL7), and EMR data. - Proficiency in SQL and experience working with complex healthcare data models. - Demonstrated ability to design end-to-end solutions balancing technical feasibility, customer requirements, and business outcomes. - Excellent verbal and written communication skills with the ability to convey complex concepts to technical and non-technical stakeholders. - Customer-first mindset with strong relationship-building and partnership skills. - Comfortable operating in ambiguity and establishing structure in an early-stage, fast-moving environment. - Calm, adaptable, and effective under complex or high-pressure situations. Benefits - Competitive compensation, including cash and equity components. - Comprehensive benefits including health insurance, wellness programs, 401(k) with match, and unlimited PTO. - Opportunity to work with a passionate, mission-driven team shaping the future of healthcare. - Professional growth and exposure to strategic product and technical leadership initiatives. - Remote-friendly work environment with collaboration across multiple teams.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description 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. Key Responsibilities - Partner Enablement & Technical Strategy - 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 - Solution Architecture & Technical Expertise - 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 - Industry & Ecosystem Engagement - 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 Qualifications - 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 ecosystems (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. Benefits - Pay Range: $141,200 — $211,800 USD Company Description 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.