wiz.io - Senior Technical Account Manager
Requirements
• Overall • 8-12yrs of experience in technical customer-facing roles, ideally supporting a cloud / cloud-security product • Examples include: Senior Technical Account Manager, Senior Professional Services Engineer, Principal Solutions Engineer, Senior Technical Support Specialist, Lead Customer Success Engineer, or Sr. Architect. • Examples include: • B.S. in Computer Science, Engineering, or similar field, or equivalent advanced experience. • Demonstrated ability to manage nebulous job responsibilities while actively improving and developing net-new processes • Technical Knowledge • Technical Knowledge • Expert understanding of cloud services and architecture of at least 2 CSPs (AWS/GCP/Azure/OCI) – ideally, you have multiple advanced CSP certifications (e.g., Certified Solutions Architect - Professional, Certified DevOps Engineer - Professional). • Deep familiarity with cloud-security best practices, advanced threat models, and complex CNAPP use cases. Ideally, you have a security certification (e.g., CISSP, CCSP) and extensive experience helping organizations address complex cloud-security challenges. • Practical experience deploying and operationalizing containerization technologies (Docker, Kubernetes), as well as addressing corresponding security considerations • Practical experience deploying and operationalizing DevOps technologies – CI/CD, Version Control Systems, Infrastructure as Code (IaC), etc., and their security implications. • Expert-level familiarity with Linux and Windows operating system security concepts, and advanced troubleshooting experience • Exceptional problem-solving skills, with the ability to diagnose and resolve highly complex technical issues, driving resolution across intricate and often ambiguous internal and external structures. • Demonstrated ability and commitment to continuously learn and master novel and emerging cloud/security technologies. • Account Management and Customer Success • Proven track record of successfully managing a book of business with 5+ complex enterprise/strategic customers. • Proven track record of building and maintaining executive-level relationships with enterprise/strategic clients, driving significant customer outcomes, and consistently exceeding performance targets. • Expert ability to continuously enable customers on the Wiz platform and proactively assist them in solving problems, ranging from trivial to highly complex and strategic. • Willingness to work across multiple communication channels and platforms to assist your customers - e.g., responding to Slack messages / responding to emails / responding to support tickets • Advanced ability to use data and systems (e.g., CRM, log analysis tools) to monitor customer health, identify complex trends, and strategically inform customer success and retention initiatives. • Extensive experience crafting customer-facing artifacts and decks • Exceptional communication and interpersonal skills, with the ability to effectively engage and influence stakeholders at all levels of an organization, including C-suite executives. • Applicants must have the legal right to work in the country where the position is based, without the need for visa sponsorship. This role does not offer visa sponsorship.
Responsibilities
• Be a Wiz Product and Cloud Security Expert – Serve as a trusted technical advisor throughout your customers’ Wiz journey • Be a Wiz Product and Cloud Security Expert – • Confidently navigate customers through the deployment, configuration, and operationalization of Wiz using best practices and your existing cloud-security domain expertise. • Serve as the primary technical contact for your book of customers, helping to solve technical questions and issues as they arise via email, Slack, and support tickets. • Act proactively, by leading the customer on a journey to full adoption and value and promoting excellence in addressing Cloud, Code and Runtime security risk • Continuously monitor news related to emerging cloud security threats and further develop your domain expertise • Continuously stay abreast and enabled on new Wiz features and functionality • Drive Adoption, Business Value Realization, and Customer Satisfaction – Ensure your book of customers are delighted and seeing value from their Wiz purchase • Drive Adoption, Business Value Realization, and Customer Satisfaction • Help customers develop success plans with measurable goals throughout the Wiz lifecycle that align with their organizational security and compliance objectives • Act proactively, by leading the customer on a journey to full adoption and value, and promoting excellence in addressing Cloud, Code, and Runtime security risk • Use your expert knowledge of the Wiz platform and features to accelerate your customers’ success and attainment of value • Assist customers in project managing Wiz adoption and operationalization goals across business units and stakeholders • Help unblock adoption as necessary by working with both internal and external parties to resolve people, process, and technology issues • Drive and track your customers’ achievement of business goals and realization of value through Wiz • Report progress and results to key Wiz and customer stakeholders in executive-friendly communications • Actively drive value based conversations with customer executives and provide meaningful contributions to QBRs/executive briefings • Advocate for your Customers – Understand, document, and represent your customers’ needs to internal Wiz stakeholders • Advocate for your Customers • Capture feature requests/adoption blockers and liaise with Product and Engineering teams to determine priority and alternative solutions • Manage your book of business and support revenue objectives - Support and manage a book of up to 10 strategic customers, depending on size and complexityIdentify opportunities for expansion and assist in securing renewals in partnership with sales and renewals teams. • Manage your book of business and support revenue objectives - Support and manage a book of up to 10 strategic customers, depending on size and complexity • Identify opportunities for expansion and assist in securing renewals in partnership with sales and renewals teams. • Drive towards utilization/adoption targets for your book of business • Identify, document, and action on risks (e.g, satisfaction/churn/renewal/health) in customer engagements • Develop and cultivate close relationships with key customer contacts, from C-level to practitioner, to understand sentiment and drive forward key Wiz objectives • Help build and scale a world-class TAM organization at a hyper-growth company – assist in driving improvements in Wiz’s TAM motion and have an impact across GTM teams Develop documentation, mentor TAMs, and develop an area of technical subject-matter expertise • Help build and scale a world-class TAM organization at a hyper-growth company – assist in driving improvements in Wiz’s TAM motion and have an impact across GTM teams • Develop documentation, mentor TAMs, and develop an area of technical subject-matter expertise • Partner cross-functionally with internal teams to improve processes • Assist other TAMs with technical escalations • Be a cloud security thought-leader by participating in industry events and contributing to community posts and blogs
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