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Sr. Manager, Technical Account Management

Bangalore

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 looking for an experienced, people-first Senior Manager of Technical Account Managers (TAMs) to lead a high performing global team focused on driving adoption, value realization, and renewal success across our strategic customers. This leader will coach, develop, and scale a team of deeply technical advisors who help some of the world’s largest enterprises secure their software supply chains and integrate Black Duck technology into their CI/CD pipelines.
 
This role is ideal for someone who thrives at the intersection of technical depth, customer strategy, data-driven execution, and people leadership.
 
What You’ll Lead
 
Team Leadership & Development
  • Build, mentor, and grow a world-class team of TAMs, fostering a culture of accountability, collaboration, and continuous improvement.
  • Champion employee satisfaction by creating an environment where people feel valued, supported, and empowered to do their best work.
  • Ensure the team has clear goals, predictable processes, and the tools needed to succeed—removing blockers quickly and celebrating wins often.
  • Provide coaching on technical expertise, customer communication, program orchestration, and adoption-led value delivery.
  • Drive career development and ensure every TAM has a path to grow their skills, influence, and impact.
Customer Value & Adoption Excellence
  • Ensure TAMs execute baseline assessments, build joint adoption plans, and drive measurable increases in product utilization.
  • Oversee execution of adoption milestones across all assigned accounts—focusing on embedding Black Duck into customer CI/CD workflows.
  • Identify early signs of adoption risk and coach TAMs on how to intervene with strategic actions before issues become renewal challenges.
Operational Excellence
  • Build consistent operating rhythms, including weekly account reviews, adoption trackers, quality checks, and executive reporting.
  • Ensure accurate and timely updates in systems of record (e.g., JIRA for red accounts, Salesforce for planning).
  • Partner across PM, Engineering, Support, Services, and Sales to unblock teams and improve cross functional processes.
Escalation & Risk Management
  • Act as the escalation point for complex customer situations, partnering with Red Account teams as needed.
  • Guide TAMs in developing Get to Green plans and ensure follow through on commitments.
  • Spot patterns or recurring issues and collaborate with product and engineering to drive long-term fixes.
Strategic Planning & Cross Functional Partnership
  • Work closely with Sales, PM, Engineering, and Renewals to align on customer strategy, opportunity acceleration, and risk mitigation.
  • Provide structured feedback to product teams based on customer usage, friction points, and adoption trends.
  • Strengthen relationships with regional and global leaders to support consistent, high-quality TAM coverage.
What You Bring
  • 5+ years managing technical, customer-facing teams (TAMs, Sales Engineers, Solution Architects, or similar).
  • 13+ years in customer-facing technical roles with enterprise customers.
  • Strong knowledge of AppSec, open-source governance, and DevSecOps/CI-CD tooling.
  • A track record of building high-trust, high-satisfaction teams where people feel supported and able to do their best work.
  • Proven ability to drive adoption, value realization, or customer success outcomes at scale.
  • Exceptional communication skills and the ability to coach others in executive presence and customer strategy.
Preferred Qualifications
  • Experience scaling a TAM or technical success organization in SaaS or AppSec.
  • Strong Familiarity with SCA, SAST and related security tooling.
  • Security certifications (CEH, CISSP, CSSLP) a plus.
  • Experience leading distributed global teams.
  • MBA or equivalent blend of technical and business leadership experience.

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.

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Our work model requires 3 days in the office.