Technical Account Manager

3 weeks ago

Bellevue, United States Oleria Security Full time

Are you an experienced Technical Account Manager looking to make a significant impact in the cybersecurity industry? Oleria is a quickly growing enterprise cybersecurity startup founded by industry luminaries Jim Alkove and Jagadeesh Kunda. Our team brings deep security, data, and SaaS experience building and securing some of the world's largest platforms and products used by billions of people worldwide every day. We raised over $41M in seed funding led by Evolution Equity Partners and Salesforce Ventures with participation from Tapestry VC and other industry luminary angel investors. We seek an experienced Technical Account Manager to join our quickly growing go-to-market team based in our Bellevue, WA headquarters.

We recognize that identity-based attacks on software as a service (SaaS) applications are becoming increasingly common, highlighting the importance of addressing access risks to prevent data breaches. Traditional access management methods are human-intensive and often have significant blind spots, making it challenging to manage access risks effectively. At Oleria, we are on a mission to revolutionize access control tooling for enterprise SaaS applications, aiming to reduce the opportunity and scope of data breaches drastically.

Our esteemed target customers consist of Fortune 500 corporations and public sector organizations, making your contributions vital to improving the security of data for millions of people around the world.

Job Overview:

Essentially, the Technical Account Manager is a key technical pre- and post- sales role that works with our account executives and customer success managers to turn prospects into customers, and customers into vehement fans via successful experiences with our solution. As one of our first Technical Account Managers, you will play a pivotal role in setting the standard and building the framework for this crucial role within our organization. You will leverage your business-minded technical expertise, rich product knowledge, exceptional customer success skills, cross-functional team collaboration, and the ability to lead via influence to build enduring relationships with our customers.

Externally, you are one of our top product evangelists who loves to help prospects and customers understand the impact and value of Oleria's solution. Internally, you are a top customer advocate, ensuring that customers are receiving world class service and support, and that customer feedback is being incorporated in our roadmap. You will lead our prospects' evaluation of Oleria's solution via a successful POC/trial and then maintain an ongoing relationship as the prospect becomes a customer, ensuring that they are getting maximum value out of their Oleria investment.

Our TAMs love the satisfaction they receive from knowing that their contributions are directly improving the cyber security for millions of people in the world. This role provides the unique opportunity to work directly with the co-founders and the rest of the executive team, impacting the strategic direction of our customer-facing operations.

Responsibilities:

    • Become an Oleria product and Identity and Access Management (IAM) category expert, being able to effectively demo, communicate Oleria's value proposition and how it dramatically improves their security posture, addressing frequently asked questions and overcoming common objections.
    • Closely collaborate with Oleria's sales team to drive the pipeline, turning prospects into customers by conducting compelling solution demos and orchestrating successful pilots/POCs.
    • Develop and maintain strong customer relationships built on a foundation of trust, driving customer satisfaction and success to build long-term customer value and business growth.
    • Act as our customers' primary point of contact for product evaluation and usage, addressing their technical requirements and issues, ensuring a seamless customer experience.
    • Synthesize and prioritize customer feedback into actionable product requirements, collaborating directly with the product and engineering team to evolve our roadmap.
    • Assist in creating and delivering training materials and product documentation for customers.
    • Manage the customer onboarding process, ensuring effective adoption of our product.
    • Collaborate directly with the sales team and founders on new business opportunities and account expansions
    • Support contract renewal processes.
Skills and Qualifications:
    • 5+ years experience as a Technical Account Manager, Sales Engineer or Customer Success Manager in enterprise solutions, preferably within the cybersecurity industry.
    • In-depth understanding of cybersecurity concepts and technologies.
    • Excellent customer service skills with a focus on delivering exceptional customer experiences and ensuring a constructive and collaborative approach to problem-solving
    • Proven ability to manage multiple accounts effectively, driving customer success and achieving sales goals.
    • Robust technical acumen, capable of understanding and articulating complex technical subjects to different audiences.
    • Exceptional interpersonal skills and the ability to network and build trusting relationships effectively.
    • Strong personal accountability and the ability to self-prioritize in a dynamic startup environment.
    • Demonstrated ability to drive creation and delivery of processes, programs, content and resources as needed to fill gaps and drive successful outcomes for Oleria teams, prospects and customers.
    • Ability to flourish in a dynamic, evolving and sometimes ambiguous startup environment
    • Embrace a mindset of continuous improvement and ongoing personal growth.
    • Proficiency in Salesforce and Google Workspace.
    • Excellent communication skills, as well as the ability to lead via influence.
    • Bachelor's degree in Computer Science, Information Technology, or a related field or equivalent experience.
What we offer:
    • Competitive salary, equity, and benefits package.
    • Opportunities for professional growth and advancement in a fast-growing company.
    • The chance to work directly with our co-founders and contribute meaningfully to shaping the company's direction.
    • A collaborative and dynamic work environment with a dedicated team of professionals.


The annual compensation range being offered for this role depending on individual candidate level and experience is $160,000 to $260,000 including base salary, commission and equity.

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