Sr. Manager-Technical Account Manager

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 building a next-generation Technical Account Management (TAM) organization
focused on adoption value realization and strategic customer outcomes. As a Senior
Manager of TAMs you will help shape the future of the functionestablishing scalable
processes developing a high-performing team and ensuring customers achieve meaningful value
through successful adoption of our solutions.

This role is ideal for a leader who thrives in growth environments and is passionate about
developing talent operational excellence and customer impact.

What Youll Lead & Deliver
Team Leadership Culture & Talent Development
Lead and inspire a talented team of Technical Adoption Managers to deliver exceptional
customer outcomes.
Cultivate a culture focused on collaboration continuous learning accountability and
customer value.
Maintain a strong commitment to employee satisfaction engagement and long-term
professional development ensuring the team feels supported heard and empowered.
Ensure balanced workloads and adequate coverage across all customer accounts
including strategic enterprise and pooled models.
Hire onboard coach and grow TAMs as the team expands.

Employee Satisfaction & Team Health
A healthy motivated team is essential to delivering outstanding customer this role
you will:
Drive and maintain high employee satisfaction scores through proactive engagement
thoughtful leadership practices and a supportive team culture.
Regularly assess team sentiment and identify opportunities to strengthen the employee
experience.
Develop and execute improvement plans thoughtfully and collaboratively whenever
data or feedback indicates opportunities to enhance engagement or team healthfocusing
on continuous improvement rather than remediation.
Serve as a trusted leader who listens actively removes obstacles and champions
employee well-being.

Customer Success Planning & Execution
Ensure TAMs partner with customers to create Joint Success Plans outlining goals
adoption milestones and measurable business outcomes.
Coach TAMs to execute these plans effectively track progress and adapt to evolving
customer priorities.
Leverage your own experience building and executing success plans to elevate
consistency and quality across the team.
Support strategic accounts as an executive escalation point for adoption planning and
value-progress reviews.

Operational Excellence & Process Leadership
Build and operationalize scalable processes for onboarding customer engagement
adoption planning and value measurement.
Standardize TAM operating methodologies including success planning integration
guidance maturity assessments and value storytelling.
Ensure predictable delivery of outcomes and continuously refine operational models to
support both customer impact and team well-being.
Monitor coverage distribution capacity and operational risks adjusting assignments as
needed.

Adoption & Value Realization Strategy
Define and execute the TAM operating model centered on adoption usage maturity
workflow integration and measurable value realization.
Collaborate across Sales Renewals Delivery and Product to ensure alignment on
success plans and customer strategies.
Develop frameworks tools and insights that help TAMs drive and demonstrate customer
value.

Customer Leadership & Executive Alignment
Partner with TAMs in executive-level customer reviews adoption checkpoints and
roadmap/value conversations.
Build strong relationships with customer leaders and internal partners ensuring
alignment and advocacy.
Influence product and operational priorities based on customer success plan insights and
adoption progress.

What You Bring
10 years of people management experience leading technical consultative or
customer-facing teams.
Demonstrated success creating executing and managing customer success or
adoption plans in enterprise environments.
Proven ability to build new teams processes or operating models in fast-growing or
transforming organizations.
Strong familiarity with software development workflows application security CI/CD
DevOps or readiness to ramp quickly.
Exceptional communication coaching and executive-engagement skills.
Ability to balance team health customer outcomes and operational excellence.

Preferred Qualifications
Experience as a TAM Solutions Architect Sales Engineer or Customer Success leader
in AppSec DevSecOps or developer tooling.
Understanding of enterprise-scale software practices and security frameworks.
Relevant certifications (e.g. CISSP CSSLP CEH).
Bachelors degree in CS Engineering or related field; MBA or advanced degree a plus.

Why This Role Is Rewarding
You will shape and scale a strategic customer-facing organization during a pivotal time
of growth.
The role includes high visibility and influence across Product Delivery Sales and
Leadership.
Your leadership directly impacts customer adoption value realization renewals and
team satisfaction.
Youll help build a culture grounded in excellence innovation and empowerment

The base salary range across the U.S. for this role is between $145400-$218100. In addition this role may be eligible for 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.

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 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.