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 function—establishing 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 You’ll 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 outcomes. In 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 health—focusing
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).
• Bachelor’s 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.
• You’ll help build a culture grounded in excellence, innovation, and empowerment
The base salary range across the U.S. for this role is between $145,400-$218,100. 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 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.
Black Duck® offers the most comprehensive, powerful, and trusted portfolio of application security solutions in the industry. We have an unmatched track record of helping organizations around the world secure their software quickly, integrate security efficiently in their development environments, and safely innovate with new technologies. As the recognized leader, experts, and innovators in software security, Black Duck has everything you need to build trust in your software. Learn more at www.blackduck.com. For questions about Black Duck Software careers, including our inclusive hiring for people with disabilities or if you need assistance and/or reasonable accommodation during the recruitment process, please contact us at [email protected]
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