Technical Account Manager

Role Overview

• Onboarding Ownership: Lead end-to-end customer onboardings — from the sales handoff through to project close. You coordinate architecture workshops, platform installation, access setup, integration configuration, and operational readiness reviews. You set the tone for how customers experience vCluster from day one.
• Success Planning: Build and maintain customer success plans that document business objectives, KPIs, adoption milestones, and a forward plan. You treat the success plan as a living document that drives every customer conversation, not a one-time deliverable that sits in a folder.
• Value Articulation: Translate platform adoption into business outcomes. You connect Tenant Cluster growth, provisioning time savings, and developer self-service enablement to the metrics your customers care about — cost efficiency, engineering velocity, risk reduction, and platform ROI. When it's time to renew or expand, the business case is already built.
• Proactive Engagement: Own the customer relationship cadence — regular check-ins, Quarterly Business Reviews, and Executive Business Reviews. You do not wait for the customer and you run executive reviews that reinforce strategic partnership, not just feature updates.
• Technical Credibility: Hold credible technical conversations with platform engineers, DevOps leads, and architects. You understand the vCluster architecture well enough to discuss Tenant Cluster deployment patterns, RBAC, Tenant Isolation, integrations, and Day 2 operations. You can independently assist the customer with their technical challenges and design optimal deployment architectures.
• Renewal and Expansion: Own the renewal motion for your accounts — starting 90+ days out. You recognise expansion triggers — new use cases, AI/GPU workloads, additional Tenant Clusters, tier upgrades — and you work with the Account Executive and Solutions Engineer to convert them into growth that solves real customer problems.
• Customer Advocacy: Serve as the internal voice of your customers. You represent their feature requests, escalate blockers, and provide actionable feedback to Product and Engineering grounded in real account context — not anecdote.

Requirements

• Proven Post-Sales Experience: You have experience in a technical post-sales role — customer success, technical account management, or professional services — with a track record of driving adoption and measurable business outcomes across a portfolio of technical customers.
• Technical Credibility: You have hands-on familiarity with Kubernetes and cloud-native technologies. You can engage with platform engineers on architecture questions, discuss RBAC and Tenant Isolation patterns, and hold your ground in a conversation about cloud infrastructure without bluffing. You know when to bring in deeper technical resources.
• Stakeholder Range: You can run an executive business review with a Head of Technology in the morning and troubleshoot an onboarding question with a platform engineer in the afternoon. You adapt your communication without losing depth or credibility in either direction.
• Structured and Proactive: You operate with a clear framework — success plans, adoption milestones, renewal timelines — and you don't need to be reminded to use them. You identify risk before the customer tells you about it.
• Commercial Awareness: You understand what drives renewal and expansion in a SaaS or platform business. You surface growth opportunities that solve real customer problems, not just opportunities that look good on a pipeline report.

Tech Stack

• Cloud
• Kubernetes

Benefits

• Competitive Salary: We offer a competitive compensation package, including equity.
• Platinum-Level Insurance: Health, dental, vision, and life Insurance, including plans for you and eligible dependents (benefits vary depending on country).
• Flexible Working Schedule: You have a doctor’s appointment or need to head to the supermarket to get groceries at 2pm? We won’t have an issue with that. To us, results matter more than clocking in and out at the same time every day.
• Workplace Flexibility: We’re very flexible about where you work. We know things can change in life and we’re happy to adjust the work environment for you along the way.