TECHNICAL ACCOUNT MANAGER Black Duck Software
THIS JOB HAS EXPIRED The North American Technical Account Manager is responsible for establishing and executing the Post Sales Account Management function for North America. Reporting to the World Wide Director of Technical Account Management (TAM), this individual will collaborate with other regional based technical account managers to define and operationalize the TAM function for Black Duck product customers. In addition, the person in this role will bring industry expertise and provide specific technical and functional support to Black Duck product customers during the post-sales process.
This position works very closely with the sales team to understand customers business, identify solutions based on Black Duck Software product offerings, and ensure those technologies and the value proposition of a Black Duck Software solution are implemented successfully. This role will also work closely with Black Duck Professional Services, Support Team, and Engineering Teams to monitor customer success, represent the customers? needs as an internal advocate, and escalate issues as necessary.
This job involves travel throughout North America and extensive client contact, both on-site and via remote methods.
Work with the World Wide Director of Technical Account Management and other territory based Technical Account Managers to standardize, manage, and execute the TAM function offering across the Black Duck North American customer base.
Work with Sales Personnel to provide product, business and technical knowledge in support of post sales activities to ensure customer success.
Liaison with Product Managers, and Development to understand details of product direction and design and communicate information back to sales organization.
Partner closely with Sales and Marketing teams to jointly grow the Black Duck relationship with its customers.
Work directly with TAM subordinates to mentor and grow the skillsets of the TAM team to better serve customers from both a technical and account management perspective.
Manage and take accountability for KPIs (key performance metrics) and processes related to Black Duck TAM function for North America.
Responsible for staying abreast of product roadmap, understanding the scenarios, features and functions within each product and how these are applied to address business and technical problems. This includes interacting with Product Management and Development on an on-going basis.
Responsible for understanding business and technical problems addressed by the products including key regulations, business drivers, evolving business needs, etc.
Attendance at conferences, working with Subject Matter Experts and research to stay on top of changes in business issues/requirements/regulations/Technology.
Responsible for staying current on competitive analyses and understanding differentiators between Black Duck Software and its competitors.
Responsible for preparing for meetings and tailoring communications to address business needs of existing clients as part of the post-sales process.
Responsible for providing feedback from customers to Product Management and Development regarding products including coordinating gaps between product functionality and market/customer demands.
Participate in and lead cross group teams towards a common vision and specific business goals regarding post sales functions at Black Duck.
Responsible for working to develop and deliver training on business problems, products, for customers.
Responsible for monitoring customers to ensure that they are successful in implementing products and services.
Deliver services, custom reports and training to customers.
BSCS or equivalent experience.
3-5 years? experience working in a high-tech software sales support role.
Working knowledge of J2EE, Cloud Computing, Windows/Unix/Linux
Working knowledge of Open Source Software.
Strong presentation skills to C-level Execs.
Strong knowledge of current software development and deployment technologies.
Willingness and ability to travel as needed and work extended/irregular schedules as needed.
||San Mateo, CA |
THIS JOB HAS EXPIRED