• Conduct regular online meetings and maintain daily communication with partners • Provide and present data-based insights to drive partners’ growth and performance improvement • Monitor partners’ progress, focusing on both monetary and quality metrics • Onboard new partners to ensure smooth product adoption • Engage new partners to join the platform through referrals and market research

Role Description Black Duck, the 2025 leader in Gartner’s Magic Quadrant for Application Security, is seeking an experienced Technical Account Manager (TAM) to lead strategic collaboration with our most important customers. TAMs are essential drivers of the customer experience, ensuring our solutions are adopted, embedded into CI/CD workflows, and leveraged to manage software risk effectively. The Team The Black Duck Technical Account Management team partners with customers to accelerate adoption and maximize the value of our technology. TAMs work closely with internal teams to ensure our solutions are seamlessly integrated into customer pipelines, enabling secure, high-quality software development at scale. Our Culture At Black Duck, we foster a collaborative and inclusive environment where every team member is empowered to make a difference. We value continuous learning, innovation, and diverse perspectives. Our team thrives on open communication, mutual respect, and a shared passion for excellence. We celebrate wins together and support each other through challenges, creating a strong sense of purpose and camaraderie. Growth Opportunities Joining Black Duck means investing in your professional growth. We offer specialized training, mentorship from industry leaders, and opportunities to work on cutting-edge projects. You’ll expand your technical and leadership skills while helping customers transform their software development practices. What You’ll Do - Prioritize, Escalate, and Resolve technical product Issues - Provide Industry Specific Compliance / Regulatory Guidance - Role-specific training for developers, testers, product teams, and security administrators - Drive adoption and integration of Black Duck solutions into customer CI/CD pipelines and development workflows - Ensure value realization by optimizing technology usage, managing complexity, and promoting best practices - Act as a strategic advisor, aligning with customer business priorities and helping shape their AppSec strategy - Advocate for customers internally, orchestrating resources and prioritizing needs to drive outcomes - Increase customer efficiency by proactively resolving challenges and enabling faster time-to-value - Foster community and knowledge-sharing across customer teams and internal stakeholders Qualifications - Strong knowledge of application security, vulnerabilities, and open-source licensing - Hands-on experience with CI/CD and DevOps tools - Software development experience in languages like C/C++, Java, or C# - Proven ability to influence and guide customers through technical transformation - Excellent communication, relationship-building, and project management skills - At least 7 years in a customer-facing technical role - Ability to travel up to 25% as needed - Bachelor’s degree in Computer Science, Engineering, or a related STEM field Preferred Qualifications - Successful track record as a TAM, solution architect, or sales engineer in AppSec or DevSecOps - Security certifications (e.g., CEH, CISSP, CSSLP) - Experience with enterprise-scale web development and microservices - MBA or Master’s degree in a technical or management field Benefits - The base salary range across the U.S. for this role is between $125,300-$188,000. - 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. Pay Range $125,300 — $188,000 USD Company Description 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.

• Expand revenue from the existing customer base • Achieve sales targets and maintain a strong pipeline • Build understanding of client and industry segmentation • Ownership of customer engagement and renewals • Manage value-based relationships and ensure satisfaction

• Building and consolidating relationships with relevant regional and national customers • Developing and implementing an individual sales strategy tailored to the customer's needs • Implementation of market development strategies • Maintain an accurate and current CRM database (salesforce.com) of all accounts including activities, opportunities, risks and customer contact details • Attend relevant industry trade shows, conferences and meetings as required • Preparation and processing of tenders as well as the conception and follow-up of offers in close cooperation with the Sales Manager and Tender Team • Handling of product complaints, processing in the relevant systems and communication with the customers • Regular collection and processing of market information (trends, competitor behavior, products, services, etc.) • Coordination of product training for specific target group together with the Infusion Application Specialist • Conduct product demonstrations and validations with prospective customers • Provide technical credibility during customer discussions related to HIS integration, cybersecurity, and system architecture • Translate customer IT requirements into clear tasks for the Local IT Integration Partner • Support technical feasibility assessments together with IT Integration Partner