Technical Account Manager (EMEA)

The Technical Account Manager (TAM) is the primary post-sale point of contact for assigned accounts, blending commercial ownership with hands-on cybersecurity expertise to ensure clients realize continuous value from CloudSEK's platform. This is a travel-intensive role requiring at least 60% travel to customer sites.

The TAM serves as a trusted advisor to client stakeholders — from security teams to CXOs, CISOs, and partners — driving engagement through QBRs/ABRs/EBRs, while also acting as a security analyst who triages platform findings, conducts configuration reviews, and delivers actionable threat intelligence. The TAM also owns the account's commercial health: driving product adoption, running product walkthroughs, identifying upsell/cross-sell opportunities, and ensuring on-time renewals to reduce churn and grow NRR.

Success requires balancing customer advocacy with commercial accountability, coordinating with internal teams and partners to resolve issues and close wins, and channeling client feedback into product improvement — alongside contributing to team knowledge-sharing and training.

Travel Requirements

• Extensive travel role — at least 60% travel to customer sites

Relationship Management & Customer Engagement

• Manage and nurture relationships with assigned accounts, ensuring high satisfaction and retention
• Be a trusted advisor to clients
• Develop and execute engagement strategies for key stakeholders (CXOs, CISOs, procurement teams, partners/distributors)
• Foster customer champions to drive advocacy and referrals
• Source referrals and participate in revenue generation and customer marketing events

Business Reviews & Reporting

• Conduct QBRs, ABRs, and EBRs to assess and enhance customer engagement
• Triage platform findings and report threat insights to clients frequently

Technical & Security Advisory

• Provide expert guidance on threat intelligence, data leak prevention, and cybersecurity issues
• Act as a security analyst, offering insights/recommendations based on platform-generated threats
• Conduct configuration reviews and provide product enhancement recommendations

Adoption & Product Enablement

• Drive 100% adoption of CloudSEK's solutions with customer security teams
• Conduct independent product walkthroughs using battlecards/collateral
• Collaborate with the POC team for quick technical and financial wins

Revenue Growth & Renewals

• Identify upsell/cross-sell opportunities; own renewals and expansion in assigned accounts
• Collaborate with partners/distributors for smooth renewals and account expansion
• Ensure on-time renewals to reduce churn and increase NRR every quarter

Feedback & Cross-Functional Collaboration

• Gather and analyze customer feedback for product development
• Collaborate with cross-functional teams to drive product and delivery enhancements

Operational & Internal Contribution

• Maintain accurate records of customer interactions/activities in CRM
• Share knowledge, conduct training sessions, and write internal articles

What we are looking for:

Experience-

• 3+ years of experience in the cybersecurity industry, in a client-facing role such as Account Management, Customer Success, Technical Account Management, or Security Consulting
• Proven track record of managing renewals, driving upsell/cross-sell, and owning revenue targets (NRR/retention) for enterprise accounts
• Experience engaging with senior stakeholders (CXOs, CISOs) and navigating procurement/partner ecosystems
• Prior exposure to BFSI or other regulated-sector clients is a plus

Technical/Domain Knowledge-

• Working knowledge of cybersecurity concepts — threat intelligence, digital risk protection, data leak prevention, attack surface management, or brand/fraud monitoring
• Ability to independently interpret security findings/alerts and translate them into client-facing recommendations
• Comfortable conducting product demos, configuration reviews, and technical walkthroughs without heavy pre-sales/engineering support
• Familiarity with SaaS security platforms and their integration into customer security workflows

Skills-

• Strong executive communication and presentation skills — able to run QBRs/ABRs/EBRs with CXO/CISO audiences
• Consultative, advisory selling approach — balances customer advocacy with commercial outcomes
• Analytical mindset for triaging findings, spotting expansion opportunities, and analyzing customer feedback
• Proficiency with CRM tools for pipeline and account record management
• Strong stakeholder management and cross-functional collaboration skills

Other Requirements-

• Willingness to travel extensively (60%+) to customer sites
• Bachelor's degree in a relevant field (Computer Science, IT, Cybersecurity, or related); relevant certifications (e.g., CEH, Security+, CISM) are a plus but not mandatory