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.

We’re looking for a Commercial Solution Specialist, Cost Management to help expand our strategic mid-size customers’ Procore platform to include our Cost Management products, and to ensure they drive the maximum value from them. In this role, you’ll be the product champion for all of Procore’s Cost Management products (Cost Management, Cost Management Enterprise, Procore Pay, and Accounting Integrations) and serve as a subject matter expert. You will succeed in this role when the customer purchases and realizes business performance gains from their investment. You will literally be helping improve the lives of our construction customers by connecting them on a global platform. As a successful Solution Specialist, you’ll help organizations understand best practices around financial construction technology and solutions and the many business benefits they can provide. You’ll work in a highly collaborative, creative, and driven environment that values openness, optimism, and ownership. In this role, you’ll leverage your consultative-mindset and knowledge of the construction industry and Procore’s software platform to provide clients with important recommendations on how financial products will benefit their business performance. You’ll partner closely cross-functionally with Sales, Customer Engineering, PS, Support, Product, and Marketing. Successful candidates are passionate about construction and technology. This position can be based in our corporate offices (USA or Canada), but can also be remote. We're looking for candidates to join us immediately. What you'll do: - Function as the Cost Management Subject Matter Expert for the account management teams you align with. Work with the Account team to identify Cost Management cross-sell opportunities within our existing enterprise customer base. - Partner with primary Account Manager and CSE on account strategy and product enablement to effectively position and sell our Cost Management product suite, ultimately driving customer attaches to achieve product-specific ARR targets. - Work collaboratively with the Account Manager and Customer Success Engineer to drive product adoption and churn mitigation opportunities. - Provide periodic updates to our customers on product capabilities, benefits/use cases, and how that translates into customer value. - Provide visibility into Cost Management performance, forecasts, and attach rates to help sales leadership build a plan for their ARR targets. - Pursue and increase knowledge of key competitors to ensure our value proposition is effectively communicated to customers. 'What we're looking for: - BA/BS or equivalent experience preferred - 5+ years of demonstrated successful software sales, preferably B2B - Experience using a consultative, solution-based sales methodology desired - Proven record of success in an inside sales and or outside sales-based selling model - Proven ability to communicate effectively via telephone and email with customers - Capacity to work in a fast-paced sales environment - Ability to develop trusted relationships - Proficiency with Microsoft Office products and online collaboration tools - Experience selling technical products in the past - Experience selling construction products and/or financial or fintech products highly preferred - Experience with CRM and opportunity management systems, preferably Salesforce.com - Proven ability to develop and manage pipeline and forecasting Additional Information Base Pay Range: 43.62 - 60.00 USD Annual On Target Earning Range: 151,200.00 - 207,900.00 USD Annual This role may also be eligible for Equity Compensation and/or Bonus Incentive Compensation. Procore is committed to offering competitive, fair, and commensurate compensation. Actual compensation will be based on a candidate’s job-related skills, experience, education or training, and location. For Los Angeles County (unincorporated) Candidates: Procore will consider for employment all qualified applicants, including those with arrest or conviction records, in accordance with the requirements of applicable federal, state, and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act. A criminal history may have a direct, adverse, and negative relationship on the following job duties, potentially resulting in the withdrawal of the conditional offer of employment: 1. appropriately managing, accessing, and handling confidential information including proprietary and trade secret information, as well as accessing Procore's information technology systems and platforms; 2. interacting with and occasionally having unsupervised contact with internal/external customers, stakeholders, and/or colleagues; and 3. exercising sound judgment.

• Serve as a technical reference in Solutions Architecture, supporting and guiding technical teams. • Define and size architectural solutions based on functional and non-functional requirements. • Design modern architectures based on microservices that are decoupled and reusable. • Evaluate and recommend on-premises and cloud solutions aligned with IT and business strategy. • Support validation and adoption of new technologies, promoting technological innovation. • Ensure solutions adhere to standards, best practices, and the organization's reference architecture. • Manage and assess technical debt, considering costs, risks, and timelines. • Define and promote IT architecture practices, models, and principles across the organization. • Contribute to the company's technological evolution vision and digital transformation. • Engage and lead technical teams, fostering collaboration and team development.