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 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. 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. 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. 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 Requirements - 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 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. Company Description 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.

Role Description Wir suchen eine erfahrene Persönlichkeit, die den Aufbau und die Skalierung unseres neuen ISO-Geschäftsbereichs in der DACH-Region maßgeblich verantwortet und bei führenden Unternehmen in der DACH‑Region etabliert. Mit deinem Drive, deinem strategischen Sales‑Mindset und deinem Fokus auf Abschlüsse führst du anspruchsvolle Deals souverän durch den gesamten Funnel und leistest einen direkten Beitrag zu unserem Umsatzwachstum. - Strategische Neukundenentwicklung: Identifizierung, Ansprache und Gewinnung relevanter Entscheider:innen in mittelständischen Unternehmen und Konzernen. - Discovery Calls & Bedarfsanalyse: Durchführung strukturierter Erstgespräche und Potenzialanalysen, Erkennung relevanter Pain Points. - Produkt‑Demonstrationen: Präsentation unserer Lösungen in klar strukturierten Produkt‑Demos. - Pipeline‑Management & Lead‑Entwicklung: Aufbau einer belastbaren Opportunity‑Pipeline und systematische Follow-ups. - Angebotserstellung & Vertragsabschluss: Erstellung überzeugender Angebote und eigenverantwortliche Verhandlungen bis zum Abschluss. - End-to-End Ownership & Cross-funktionale Zusammenarbeit: Steuerung laufender Opportunities und enge Zusammenarbeit mit internen Schnittstellen. - Cross-Selling ISO bei Bestandskund:innen: Realisierung von Cross-Selling Potenzialen mit den ISO-Produkten bei unseren 450 ESG-Bestandskund:innen. - Business Development & Go-to-Market-Strategie: Mitgestaltung der Go-to-Market-Strategie für das ISO-Produkt. - KPI‑orientiertes Arbeiten: Nutzung von KPIs als sinnvolle Orientierung zur aktiven Beitrag zu Wachstum und Effizienz. Qualifications - Mindestens 4-5 Jahre Erfahrung im B2B‑Vertrieb erklärungsbedürftiger Dienstleistungen. - Nachweisliche Erfolge in Discovery, Nutzenargumentation, Einwandbehandlung und Abschluss. - Ausgezeichnete kommunikative Fähigkeiten und professionelle Beratungskompetenz. - Sehr gute Selbstorganisation und strukturierte Arbeitsweise. - Hohe Eigenmotivation und Abschlussorientierung. - Sehr gute Deutschkenntnisse in Wort und Schrift. - Kenntnisse in ISO- und ESG-Themen. - Softwareaffinität und Offenheit für neue Themen. Benefits - Direkter Impact: Unterstützung des Mittelstands bei nachhaltiger Aufstellung. - Top ESG-Software: Hohes Produktwissen und kontinuierliche Weiterentwicklung. - Begeisterndes Arbeiten: Freundschaftliche Atmosphäre in interdisziplinären, agilen Teams. - Vielseitige Entwicklungsmöglichkeiten: Passgenaue Trainings und schnelle Aufstiegschancen. - Gute Work-Life-Balance: Flexible Arbeitszeiten und Home-Office-Optionen. - Starke Benefits: Zentrales Büro in Hamburg-Altona, kostenfreie Getränke und regelmäßige Team-Events. Company Description Wir sind die Nr. 1 ESG- und ISO-Software für den Mittelstand. Unser Antrieb ist es, den Mittelstand zu stärken mit Software, die Komplexität einfach macht, Know-how und einem Team, das echten Impact schafft.

• Own and grow a book of mid-market commercial accounts in your territory, focusing on organizations that can benefit from GitLab's AI-powered DevSecOps platform. • Drive the full sales cycle with commercial customers by generating and qualifying pipeline through outbound prospecting, then leading discovery, negotiation, and close to create new ARR. • Meet or exceed quota by building strong, long-term customer relationships and acting as the primary point of contact for all commercial opportunities in your territory. • Articulate the value of GitLab to mid-market prospects and customers, clearly connecting our platform to their business outcomes, productivity goals, and security needs. • Manage your territory by documenting buying criteria and processes, defining next steps and owners, and keeping opportunity information accurate and up to date. Create clear quarterly forecasts against your plan through regular pipeline and deal reviews. • Collaborate closely with partners, Sales Development, Customer Success, Renewals, and Solutions Architects to drive new business, ensure adoption, and support expansion while minimizing churn and contraction. • Represent GitLab in customer meetings and events by driving attendance and delivering compelling presentations, proposals, and reports that communicate value and outcomes. Contribute customer ideas to our public issue tracker and apply MEDPICC and Command of the Message on all opportunities. • Mentor and coach fellow Commercial Account Executives, sharing sales strategies, customer insights, and lessons learned to help elevate team performance and contribute to team goal achievement. • Regularly meet on-site with key customers to develop and strengthen executive-level relationships, ensuring GitLab is viewed as a strategic, long-term partner at the highest levels of the organization.

Manheim, a Cox Automotive brand, is currently hiring a Field Sales Representative/Senior Client Solutions Executive to join our team in Nashville, Tennessee. This role will travel from Nashville, Tennessee to the Manchester, Tennessee area. Person needs to live in the Nashville area. A remote field sales professional that will be the key point of contact for existing dealer clients within Inventory Solutions. Client Solutions Executives will travel to their clients' places of business 4-5 days a week to develop relationships, introduce solutions selling, and provide Cox Automotive lead generation through consultation with a focus on transacting in-lane and digitally. What You'll Do: - Develop a sales strategy to retain and grow revenue streams from an assigned book of business across the Cox Automotive suite. - Collaborate with team members in multiple departments at various auction locations and other Cox Automotive business units to ensure client service and client experience is constantly improving. - Develop opportunities with assigned key accounts for other Cox Automotive Solutions groups and collaborate with the sales teams to close these opportunities. - Collaborate with team members in marketing, promotions, and sales to explore growth opportunities for clients. - Compensation will be based partially on attainment of monthly sales quotas and goals. - Create value-added solutions based on process to help clients and Inventory Solutions transact constantly and exceed sales goals. - Primary duty is to sell value-added solutions across Cox Automotive within the client within a designated book of business. - Customarily and regularly work remotely with 80% travel to provide solutions-based selling to clients. - Consultative Solutions sales approach at the client's place of business. - Knowledge and understanding of auction and Inventory Solutions top performers and under performers. - Expertise in Inventory Solutions products and services. - Expertise and general knowledge in Inventory Solutions operating locations. - Expertise and knowledge of all Cox Automotive wholesale solutions in order to provide value-added selling opportunities. - Ability to leverage Salesforce as a selling tool and as informational resource. - Ability to consult and sell solutions for all Inventory Solutions and Cox Automotive Clients (i.e. Franchise, Wholesale, Independent etc.) - Awareness and implementation of the Inventory Solutions Sales Cycle - Self-starter comfortable working with minimal supervision in a variety of work environments (i.e. client location, auction environment) What's in It for You? Here's a sneak peek of the benefits you could experience as a Cox employee: - A competitive salary and top-notch bonus/incentive plans. - A pro-sales culture that honors what salespeople (like you!) contribute to our success. - Exceptional work-life balance, flexible time-off policies and accommodating work schedules. - Comprehensive healthcare benefits, with multiple options for individuals and families. - Generous 401(k) retirement plans with company match. - Inclusive parental leave policies, plus comprehensive fertility coverage and adoption assistance. - Professional development and continuing education opportunities. - Access to financial wellness/planning resources. Check out all our benefits. Who You Are: Minimum required: - Bachelor's degree in a related discipline and 4 years' experience in sales experience. The right candidate could also have a different combination, such as a master's degree and 2 years' experience; a Ph.D. and up to 1 year of experience; or 8 years' experience in sales. - Valid driver's license and safe driving record required. - Working knowledge of sales and marketing techniques and best practices - Skills in communication, customer service, and relationship building Preferred: - Automotive, auction, wholesale, internet sales / service experience - Experience in selling and servicing account list - Proven track record of growing accounts from existing base - Keen knowledge of SalesForce.com - navigate, report generation, data mining. - Field Visits - other sites, Dealerships, Auctions USD 59,000.00 - 88,400.00 per year Compensation: Compensation includes a base salary in the range of $59,000.00 - $88,400.00. The salary rate may vary within the anticipated range based on factors such as the ultimate location of the position and the selected candidate's experience. In addition to the salary range identified herein, this role is also eligible for an annual incentive/commission target of $32,000.00. Benefits: The Company offers eligible employees the flexibility to take as much vacation with pay as they deem consistent with their duties, the company's needs, and its obligations; seven paid holidays throughout the calendar year; and up to 160 hours of paid wellness annually for their own wellness or that of family members. Employees are also eligible for additional paid time off in the form of bereavement leave, time off to vote, jury duty leave, volunteer time off, military leave, and parental leave. Applicants must currently be authorized to work in the United States for any employer without current or future sponsorship. EOE, including disability/vets