Vice President Technical Services

Black Duck is building a unified Technical Services organization — bringing together our Integrated Services and Technical Account Management capabilities under a single, end-to-end delivery motion. This is a high-impact, newly created VP role chartered to lead that transformation.

The VP, Technical Services will own the full post-sale technical journey: from onboarding and implementation through adoption, value realization, and ongoing advisory engagement. In addition to customer outcomes, this leader holds direct accountability for services monetization and margin contribution — making this both a customer-facing and a commercially driven role.

Reporting to the Chief Customer Officer, the VP will serve as a key executive voice for services strategy, build a world-class global team, and ensure Black Duck customers achieve measurable, sustained value from their AppSec investments.

1. → End-to-End Technical Services Leadership

Define and own the operating model for the unified Technical Services organization, integrating implementation delivery and technical account management into a seamless customer experience.

• →Lead all phases of the customer technical journey: onboarding, implementation, adoption, value realization, and continuous advisory services.
• →Build and execute a scalable, repeatable delivery methodology across customer segments (SMB, Commercial, Enterprise, Strategic/Federal).
• →Establish clear role boundaries, handoff protocols, and engagement models between Technical Services, Customer Success, and Support.
• →Champion a "get the job done for our customers" mindset across the entire organization.

1. → Implementation & Program Services

Ensure rapid, high-quality technical onboarding that accelerates time-to-value and drives long-term product adoption.

• →Oversee project management, regional services management, and program services functions responsible for implementation of Black Duck's AppSec platform.
• →Drive engineering-led delivery standards, solution architecture guidance, and integration best practices across CI/CD pipelines, cloud platforms, and developer tooling.
• →Build scalable delivery infrastructure: reusable playbooks, templates, automation, and tooling that improve deployment velocity and quality.
• →Establish KPIs for implementation success, including deployment velocity, integration reliability, technical readiness, and time-to-first-value.

1. → Technical Account Management & Adoption

Lead the Technical Account Manager (TAM) function responsible for sustained product adoption, health management, and renewal readiness across the customer base.

• →Own adoption frameworks that translate product deployment into measurable business outcomes and security posture improvements.
• →Drive proactive health checks quality, renewals readiness, and post-implementation technical advisory engagement.
• →Develop a structured "Assess–Collaborate–Execute" methodology for adoption that is repeatable and scalable across the global book of business.
• →Partner with Customer Success Managers to maintain account health signals and respond to risk before revenue is impacted.
• →Serve as executive escalation point for complex technical challenges, ensuring resolution velocity and customer confidence.

1. → Value Realization & Business Outcomes

Establish a rigorous, outcome-based services model that connects technical delivery to customer-defined business objectives.

• →Lead Value Engineering and Architecture functions to develop business value assessments, ROI frameworks, and customer-facing outcome metrics.
• →Ensure every customer engagement is anchored to clear, measurable success criteria aligned to their AppSec program objectives.
• →Contribute directly to Customer Business Reviews (CBRs) and executive-level stakeholder engagement at key accounts.
• →Translate customer value delivery data into expansion and renewal signals for the commercial team.

1. → Services Monetization & P&L Accountability

Drive the commercial performance of the Technical Services organization with discipline around revenue contribution and margin.

• →Own services revenue targets, utilization rates, and margin contribution across the Technical Services portfolio.
• →Develop and evolve the services catalog — including implementation packages, program advisory, adoption accelerators, and value realization offerings — to drive attach rates and expansion.
• →Partner with Sales and Customer Success to position services as a strategic component of the customer acquisition and renewal motion.
• →Build and manage the services P&L, reporting regularly to the CCO and executive team on performance, forecasts, and improvement initiatives.

1. → Cross-Functional Collaboration & Executive Presence

• →Partner with Product and Engineering to bring field insights into roadmap prioritization and ensure product commitments are aligned to customer delivery realities.
• →Collaborate with Sales Engineering on seamless pre-sale-to-implementation transitions, ensuring handoff quality and success criteria fidelity.
• →Serve as a senior technical voice with key customers, partners, and at industry events.
• →Contribute to CX-level strategy discussions as a member of the Customer Experience leadership team.

1. → Team Building & Organizational Leadership

• →Build, lead, and retain a global team of project managers, program managers, solution architects, value engineers, TAMs, and regional services leads.
• →Foster a high-performing, customer-obsessed culture grounded in accountability, continuous improvement, and technical excellence.
• →Invest in structured career development, technical certifications, and capability growth programs across the organization.
• →Drive operational rigor through clear metrics, regular operating reviews, and a data-informed management approach.

• Experience in an AppSec or developer security platform company, or adjacent enterprise security/DevOps SaaS business.
• Prior experience managing a globally distributed services team across North America, EMEA, and APJ.
• Familiarity with services automation, digital delivery models, and AI-augmented customer engagement programs.
• Relevant professional certifications (CISSP, CISM, PMP, ITIL, or equivalent).
• Bachelor's degree in Computer Science, Engineering, Information Systems, or a related technical field; MBA or advanced degree preferred.

• 12+ years in professional services, technical services, or customer delivery, with at least 5 years in a senior leadership role (Director or above) managing global teams.
• Demonstrated success building or transforming a technical services or professional services organization — including integration of previously separate delivery and advisory functions.
• Meaningful experience in Application Security, Cybersecurity, DevSecOps, or enterprise SaaS — with a working understanding of AppSec tooling (SCA, SAST, DAST, vulnerability management) and developer ecosystems (CI/CD, cloud platforms, API integration).
• Proven track record of owning a services P&L, including revenue and margin accountability, services packaging, and attach-rate growth.
• Experience leading Technical Account Management or post-sale technical advisory functions at scale, with a clear philosophy on how technical engagement drives retention and expansion.
• Strong executive presence with the ability to engage confidently with C-level stakeholders, present to boards and investors, and represent the company at customer and industry forums.
• Data-driven leadership style: comfortable defining metrics frameworks, operating cadences, and performance dashboards for a complex, multi-functional team.