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.
Black Duck, a Leader in the Gartner Magic Quadrant for Application Security Testing, is hiring a Lead Technical Success Manager (TSM) to drive adoption and prove the value of our solutions across our enterprise customers. TSMs are hands-on technologists who configure and tune our solutions and show measurable software risk reduction to customer security, engineering, and executive teams.
The Role
Your job is to drive adoption and prove value. You work closely with the account team to drive renewals and delight customers. You do the technical work yourself, including problems without a known answer. You partner with a Customer Success Engineer (CSE) when the work requires custom code, CI/CD or API integration builds, or architecture judgment specific to the customer's environment.
What You'll Do
Technical ownership
- Drive adoption across customer development teams after onboarding, expanding coverage to new teams, repositories, and use cases.
- Configure and tune the platform: scan policies and rules, scan and server performance, standard SSO setup, and custom reports and dashboards.
- Guide vulnerability remediation and prioritization using CVE, CWE, and OWASP context.
- Support SBOM generation and review (CycloneDX, SPDX) and open-source risk questions.
- Troubleshoot technical issues directly and coordinate first line triage with Support and Engineering through resolution.
- Enable customer teams on scanning, UI and CLI usage, problem diagnosis, and best practices, and develop internal champions.
Adoption, value, and renewals
- Confirm why the customer bought, then build and maintain a success plan with measurable adoption and technical outcomes.
- Build working relationships with AppSec, engineering, and executive stakeholders, and know who has influence over adoption.
- Participate in Executive Business Reviews, highlighting the progress you and the customer have made and proving value.
- Monitor adoption and customer health, flag risk early, and partner with the account team on save plans.
- Work closely with the account team to drive renewals by supplying the technical value story and proof points.
- Identify expansion opportunities and hand them to Sales with a validated technical case. You do not carry a quota.
- Advocate for customers internally, feed field gaps back to Product and Engineering, and turn successful customers into references.
You'll Have
- 5+ years in a customer-facing technical role such as TAM, sales engineer, solutions architect, or implementation consultant.
- Hands-on experience with SAST, SCA, and DAST: running scans, tuning results, and triaging findings yourself.
- Strong knowledge of application security, vulnerabilities, and open-source licensing.
- Hands-on experience with CI/CD and DevOps tooling such as GitHub, GitLab, Azure DevOps, and Jenkins.
- Software development experience in C/C++, Java, C#, or similar, plus comfort with scripting and REST APIs.
- A track record driving adoption and proving value across a portfolio of enterprise accounts, working alongside account teams on renewals.
- Practical fluency using AI tools to accelerate technical analysis, troubleshooting, and customer communication.
- Ability to travel up to 25%.
- Bachelor's degree in Computer Science, Engineering, or a related STEM field, or equivalent practical experience.
Preferred
- TAM, solutions architect, or sales engineer experience in AppSec or DevSecOps.
- Security certifications such as CSSLP, CISSP, or CEH.
- Experience with enterprise-scale web development, microservices, and containers.
- Experience with regulated environments and standards such as PCI DSS, ISO 26262, MISRA, AUTOSAR, or DISA STIG.
テクニカルサクセスマネージャー（Lead Technical Success Manager / TSM）
Black Duckは、Gartner Magic QuadrantのApplication Security Testing分野におけるLeaderとして、エンタープライズ顧客における当社ソリューションの活用促進と、その価値を実証するテクニカルサクセスマネージャー（TSM）を募集しています。
TSMは、実践的な技術力を備えたスペシャリストとして、当社ソリューションの設定やチューニングを行い、お客様のセキュリティ部門、エンジニアリング部門、経営層に対して、ソフトウェアリスクの低減を測定可能な形で示します。
役割
このポジションの主な役割は、お客様による製品活用を促進し、その価値を実証することです。アカウントチームと緊密に連携し、契約更新を支援するとともに、お客様に高い満足を提供します。
また、既知の解決策がない問題も含め、自ら技術的な課題に取り組みます。カスタムコードの開発、CI/CDやAPI統合の構築、またはお客様固有の環境に応じたアーキテクチャ上の判断が必要な場合には、Customer Success Engineer（CSE）と連携して対応します。
主な業務内容
技術面でのオーナーシップ
- オンボーディング後、お客様の開発チームにおける製品活用を促進し、新たなチーム、リポジトリ、ユースケースへ利用範囲を拡大する
- スキャンポリシーやルール、スキャンおよびサーバーのパフォーマンス、標準的なSSO設定、カスタムレポートやダッシュボードなど、プラットフォームの設定・チューニングを行う
- CVE、CWE、OWASPなどの情報を活用し、脆弱性の修正および優先順位付けを支援する
- SBOM（CycloneDX、SPDX）の生成・レビュー、およびオープンソースリスクに関する課題を支援する
- 技術的な問題を直接トラブルシューティングし、SupportおよびEngineeringと連携して一次切り分けから解決までを推進する
- スキャン、UIおよびCLIの使用方法、問題診断、ベストプラクティスについてお客様のチームを支援・育成し、お客様社内で製品活用を推進する人材を育成する
製品活用、価値の実証、契約更新
- お客様が製品を導入した目的を明確に理解した上で、測定可能な活用目標と技術的成果を含むサクセスプランを策定・維持する
- AppSec、エンジニアリング、経営層のステークホルダーと良好な関係を構築し、製品活用に影響を与えるキーパーソンを把握する
- Executive Business Review（EBR）に参加し、お客様と共に達成した進捗を示し、製品価値を実証する
- 製品の活用状況とカスタマーヘルスをモニタリングし、リスクを早期に特定するとともに、アカウントチームと連携して改善計画を推進する
- アカウントチームと緊密に連携し、技術的な価値や具体的な成果を示すことで契約更新を支援する
- アップセル・拡張の機会を特定し、技術的な根拠を明確にした上でSalesチームへ引き継ぐ。本ポジション自体に売上目標（Quota）はありません
- 社内でお客様の声を代弁し、現場で得られた課題や改善点をProductおよびEngineeringへフィードバックするとともに、成功したお客様とのリファレンス関係の構築を促進する
応募資格
- TAM、Sales Engineer、Solutions Architect、Implementation Consultantなど、顧客対応を伴う技術職で5年以上の経験
- SAST、SCA、DASTに関する実務経験。自らスキャンを実行し、結果をチューニングし、検出結果をトリアージできること
- アプリケーションセキュリティ、脆弱性、オープンソースライセンスに関する深い知識
- GitHub、GitLab、Azure DevOps、JenkinsなどのCI/CDおよびDevOpsツールに関する実務経験
- C/C++、Java、C#などを使用したソフトウェア開発経験、およびスクリプティングやREST APIを扱えるスキル
- 複数のエンタープライズ顧客を担当し、製品活用を促進して価値を実証するとともに、アカウントチームと連携して契約更新を支援してきた実績
- AIツールを実務的に活用し、技術分析、トラブルシューティング、お客様とのコミュニケーションを効率化できるスキル
- 最大25%程度の出張に対応可能であること
- コンピューターサイエンス、エンジニアリング、その他関連するSTEM分野の学士号、または同等の実務経験
歓迎する経験・資格
- AppSecまたはDevSecOps領域におけるTAM、Solutions Architect、Sales Engineerとしての経験
- CSSLP、CISSP、CEHなどのセキュリティ関連資格
- エンタープライズ規模のWeb開発、マイクロサービス、コンテナに関する経験
- PCI DSS、ISO 26262、MISRA、AUTOSAR、DISA STIGなどの規制・標準が適用される環境での経験
Black Duck is an equal opportunity employer. We consider all applicants for employment without regard to race, color, national origin, religion, sex, gender identity or expression, age, disability, sexual orientation, veteran or military service status, or any other characteristic protected by applicable law. Black Duck complies with all applicable laws prohibiting employment discrimination in every jurisdiction where it operates and provides reasonable accommodations to individuals with disabilities in accordance with applicable law.
Skills Required
- 5+ years of experience in a customer-facing technical role such as Technical Account Manager, Sales Engineer, Solutions Architect, or Implementation Consultant
- Hands-on experience with SAST, SCA, and DAST, including running scans, tuning results, and triaging findings
- Strong knowledge of application security, vulnerabilities, and open-source licensing
- Hands-on experience with CI/CD and DevOps tools such as GitHub, GitLab, Azure DevOps, and Jenkins
- Software development experience in C, C++, Java, C#, or similar, plus scripting and REST API skills
- Experience driving adoption and proving value across enterprise accounts while supporting renewals with account teams
- Practical experience using AI tools for technical analysis, troubleshooting, and customer communication
- Ability to travel up to 25%
- Bachelor's degree in Computer Science, Engineering, or a related STEM field, or equivalent practical experience
- TAM, Solutions Architect, or Sales Engineer experience in AppSec or DevSecOps
- Security certification such as CSSLP, CISSP, or CEH
- Experience with enterprise-scale web development, microservices, and containers
- Experience with regulated environments and standards such as PCI DSS, ISO 26262, MISRA, AUTOSAR, or DISA STIG
Black Duck Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Black Duck and has not been reviewed or approved by Black Duck.
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Healthcare Strength — Medical, dental, and vision coverage provide multiple plan choices with transparent costs, with carrier updates noted for 2026. Vision via VSP and dental plan options offer defined tiers and network access.
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Retirement Support — Retirement programs include a 401(k) with company matching alongside an employee stock purchase plan with a discount and lookback. These features support longer‑term savings and wealth building.
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Leave & Time Off Breadth — Exempt employees use a manager‑approved, no‑cap time‑off model, while non‑exempt employees accrue flexible time off alongside sick time. Paid leaves include parental and family care leave, with additional protections under applicable leave laws.
Black Duck Insights
What We Do
Organizations worldwide use Black Duck Software’s industry-leading products to secure and manage open source software, eliminating the pain related to security vulnerabilities, compliance and operational risk. Black Duck is headquartered in Burlington, MA, and has offices in San Jose, London, Frankfurt, Hong Kong, Tokyo, Vancouver, Seoul & Beijing
Why Work With Us
We pride ourselves on cultivating an environment of collaboration, creativity, and fun! We know where you work can influence how you work, which is why our collaborative office space focuses on community and continuous learning. Our work-hard, play-hard attitude even got us named a Top Place to Work in Massachusetts by The Boston Globe!
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