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 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 ma