This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description We are seeking a highly motivated and results-driven Technical Sales Manager (TSM) to join our UK and Ireland team. As a TSM you will be responsible for driving sales growth in your assigned territory by: - Developing and implementing sales strategies. - Building relationships with customers, distributors, and other regional stakeholders. - Providing exceptional customer service and product knowledge. - Leveraging go-to-market and sales strategy synergies to amplify growth and unlock cross-sell potential. Your product scope will be Fluke Networks (FNET), Fluke Process Instruments (FPI), and our High Touch Industrial Group (IG) portfolio. Qualifications - Minimum of 5+ years of sales experience in the networking or industrial tools industry, selling technical solutions. - Bachelor’s degree in engineering, a technical discipline, or equivalent work experience. - High proficiency with Microsoft Dynamics or other CRM systems. - Familiarity with Power BI or similar. - Addressing senior level stakeholders internal and external. Requirements - Proven ability to develop and execute sales strategies that meet or exceed targets within an assigned territory. - Demonstrated success in identifying, qualifying, and securing new business opportunities. - Strong track record of building and maintaining customer relationships through exceptional service and support. - Demonstrated ability to successfully balance the achievement of short-term objectives with longer-term strategic goals. - Solid technical aptitude with the ability to clearly explain product capabilities and guide customers in making informed purchasing decisions. - Demonstrated ability to build enduring impactful relationships and win outsize growth with partners on a consistent basis. - Conduct product demonstrations and presentations to potential customers and industry audiences. - Prepare and deliver sales proposals and contracts. - Maintain accurate and up-to-date records of sales activities and customer interactions in CRM. - Attend trade shows and industry events to promote the company and its products. - Stay up-to-date on industry trends and developments. - Be based in or near the M62 Corridor, focusing on Northern England and Scotland, while also providing full coverage of the UK. Company Description Fortive’s essential technology makes the world stronger, safer, and smarter. We accelerate transformation across a broad range of applications including: - Environmental, health and safety compliance. - Industrial condition monitoring. - Next-generation product design. - Healthcare safety solutions. We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in: - Software-powered workflow solutions. - Data-driven intelligence. - AI-powered automation. - Other disruptive technologies. We’re a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to groundbreaking sustainability solutions. We are a diverse team 18,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth.

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 Key Requirements - U.S. Citizenship required - 7+ 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. Why This Role Matters This is an exciting opportunity to make a major impact by shaping how Black Duck engages the public sector partner ecosystem. You will influence strategy, elevate partner capabilities, and help scale AppSec excellence across some of the most important government-focused technology organizations. If you’re passionate about cybersecurity, thrive in collaborative partner environments, and want to play a strategic role in expanding Black Duck’s reach in public sector markets, we’d love to meet you. Pay Range $141,200 - $211,800 USD Equal Employment Opportunity 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. In addition, Black Duck complies with applicable state and local laws prohibiting discrimination in employment in every jurisdiction in which it maintains facilities. Black Duck also provides reasonable accommodation to individuals with a disability in accordance with applicable laws.

• Lead technical sales engagements, including value-based demonstrations, product use case workshops, and tailored demos, ensuring the prospect fully understands the product's capabilities • Clearly communicate the unique value proposition of Elixir’s products compared to competitors, while staying informed on the latest roadmap updates and product releases • Conduct in-depth assessments of prospective customers' enterprise systems and design a strategic roadmap to an ideal future state, leveraging optimal product usage to maximize ROI • Collaborate with global sales, implementation, and product teams to address customer requirements and ensure alignment on solutions • Collaborate with Account Executives to showcase how Elixir can effectively address prospects' use cases and technical requirements, particularly in designing and automating their CCM workflows. • Provide best practices throughout the sales process to ensure successful outcomes • Develop scripts, create use cases, and showcase new product features tailored to various market segments, regions, territories, verticals, customers, and partners • Work closely with the Product and Marketing teams to design, architect, and develop product demos and integrations that utilize Elixir and complementary technologies • Develop and present Business Case Justifications, technical proposals, and project concepts tailored to customer-specific needs. All tracked in CRM • Engage customers both on-site and remotely, providing consultative guidance during the pre-sales process • Adhere to metrics and KPIs in Salesforce to measure performance against departmental goals • Foster 'trusted advisor' relationships with prospects, serving as a reliable source of guidance • Maintain a comprehensive grasp of Elixir's products, services, pricing, internal processes, and sales management mechanisms

• Develop and maintain strong customer relationships within the assigned region • Identify and pursue opportunities to grow aftermarket sales • Manage regional sales activities including prospecting, customer visits, and sales pipeline management • Conduct regular customer site visits to assess service needs and opportunities for growth • Collaborate with internal teams to develop customer-focused proposals