Senior Technical Account Manager, West Job at Wiz

Job Description

As a Senior Technical Account Manager (TAM), you’ll be responsible for planning and executing strategies that drive customer adoption and use of the Wiz platform for our largest customers. Your cloud and security industry expertise will allow you to provide impactful guidance to customers throughout their Wiz onboarding and operationalization journey. You will serve as the bridge between customers and the broader Wiz team – you'll streamline collaboration between Product Management, Sales, Engineering, and Support to deliver a cohesive customer experience for our most demanding customers. Strong technical expertise and customer-facing skills will be essential in addressing the needs of our customers. Your understanding of how large organizations leverage cloud, security, and SaaS technologies will allow you to empathize with customer personas and drive effective conversations with customer personas at all levels.

Job Responsibility

Be a Wiz Product and Cloud Security Expert – Serve as a trusted technical advisor throughout your customers’ Wiz journey
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
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
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 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
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

Requirements

8-12+ years 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
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
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
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

What we offer

Medical, dental and vision insurance
Home Office Setup reimbursement
Flexible Spending Accounts
Monthly Connectivity reimbursement
Employee Assistance Program (EAP)
Short- and Long-term Disability Insurance
Life & Accident Insurance
401(k) Retirement Savings Plan (with employer match)
Flexible paid time off + 11 paid holidays
Paid leave programs, including parental, pregnancy health, medical and bereavement leave

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Senior Technical Account Manager, West

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