• Lead the transition from PoC to production • Ensure customer workloads are deployed, stable, and scalable • Drive time-to-production and time-to-value • Understand customer architectures and use cases • Monitor and improve performance (latency, throughput), cost efficiency, and reliability • Identify and resolve bottlenecks proactively • Work directly with customer engineering teams • Provide guidance on best practices and optimisation • Translate technical challenges into actionable solutions • Act as a primary technical contact for production issues • Coordinate with internal teams to resolve incidents • Communicate clearly during high-pressure situations • Identify opportunities to optimise and expand usage • Provide structured feedback to Product and Infrastructure teams • Help shape better solutions based on real customer needs

Role Description As a Senior Technical Account Manager at DigitalOcean, you are a strategic partner for our key business customers, ensuring they receive the guidance, support, and resources needed to succeed. You will leverage your technical knowledge and customer advocacy skills to retain and grow our customers' deployments on DigitalOcean, helping them solve complex challenges and maximize the value of their cloud infrastructure. What You Will Be Doing: - Technical Consultation & Architecture Design: - Develop and maintain deep expertise in the DigitalOcean product portfolio and the evolving cloud ecosystem. - Help design, diagram, and plan infrastructure architectures tailored to customer use cases, explaining solutions clearly to both technical and non-technical stakeholders. - Conduct regular technical consultation sessions and workshops, enabling customers to be self-sufficient in managing their cloud environments. - Maintain knowledge of cloud infrastructure best practices and recent technologies through the regular attainment and maintenance of important cloud technology certifications and coursework. - Proactive Customer Engagement & Growth: - Manage and maintain DigitalOcean’s key accounts. - Partner closely with customers to drive engagement, retention, and expansion of their DigitalOcean workloads. - Conduct QBRs with key accounts, assessing their progress, understanding their evolving needs, and aligning on strategies for future growth. - Identify opportunities for cost reduction and performance optimization, guiding customers to make data-driven decisions that maximize their cloud investments. - Collaborate with internal teams, such as Engineering, Marketing, and Account Managers, to align customer needs with DigitalOcean’s strategic goals. - Proactively monitor customer usage trends, identify potential risks, and uncover new opportunities for growth and adoption. - Advocacy & Cross-Functional Collaboration: - Act as the voice of the customer within DigitalOcean, ensuring their needs are represented in product development and support processes. - Liaise with Engineering and Support teams to resolve escalations and technical challenges quickly, ensuring smooth customer experiences. - Deliver compelling presentations to articulate the benefits and functionality of DigitalOcean’s offerings to customers. - Contribute to internal and external technical documentation, and provide training for DigitalOcean’s teams and partners to ensure knowledge transfer. - Tooling & Efficiency: - Develop tools and scripts to streamline DigitalOcean’s technical engagements, improving the efficiency of the Technical Account Management functions. - Stay current with industry trends and best practices to continuously enhance DigitalOcean's customer engagement strategies. Qualifications - Proven experience in cloud infrastructure and deep knowledge of Linux, distributed systems, and automation. - Programming or development experience, with basic skills in at least one mainstream language (e.g., Python, Go). - Understanding of provisioning and deployment strategies, with knowledge of tools like Terraform, Ansible, and Docker. - Proficiency with at least one major cloud platform (AWS, Google Cloud Platform, or Azure). - Proven track record of successfully troubleshooting technical problems. - Familiarity with version control (e.g., Git), SQL and basic database administration, CI/CD tools, and AI/ML infrastructure principles. Requirements - Passionate about delivering exceptional customer experiences, with a history of building successful technical solutions that align with business goals. - Ability to manage multiple stakeholders, prioritize effectively, and set clear expectations. - Strong analytical skills to monitor customer trends and identify opportunities for improvement and growth. - Experience advocating for customer needs and translating feedback into actionable insights. - Strong verbal and written communication skills, capable of translating complex technical concepts for varied audiences. - Ability to create and deliver technical presentations and training sessions that resonate with customer needs. - Self-starter with a passion for technology and open-source projects, eager to learn new tools and systems. - Quick to adapt to changes in the cloud ecosystem, always looking for ways to improve customer engagement and technical solutions. Benefits - Competitive array of benefits to support well-being, including Employee Assistance Program and flexible time off policy. - Reimbursement for relevant conferences, training, and education. - Access to LinkedIn Learning's 10,000+ courses for continued growth and development. - Potential for bonuses based on company and individual performance. - Equity compensation to eligible employees, including equity grants upon hire and participation in the Employee Stock Purchase Program. Company Description DigitalOcean is an equal-opportunity employer. We do not discriminate on the basis of race, religion, color, ancestry, national origin, caste, sex, sexual orientation, gender, gender identity or expression, age, disability, medical condition, pregnancy, genetic makeup, marital status, or military service.

Title: Technical Account Manager II, Microsegmentation Location: Remote United States Department: Services Job Description: Description Are you a dynamic security engineering professional with experience in large enterprise environments? Are you passionate about building relationships and ensuring customer success? Join Guardicore (now Akamai Enterprise Security Group) Our Security Professional Services team helps protect some of the most well-known organizations around the world. We support our security and enterprise products (e.g. Zero Trust solutions, Web Application Firewall, anti-DDoS solutions, Bot Management). Partner with the best As a Technical Account Manager II, you will lead a large deployment process. You will help to build, innovate, improve performance and security strategies. Becoming an industry expert, delivering innovative outcomes for customers through efficient relationships and operational focus. As a Technical Account Manager II, you will be responsible for: - Being the focal point for technical vendor related issues in front of the customer - Providing product best practice and design guidance, to enhance technical and business outcomes, overseeing scale and performance over time. - Working closely with Support and Engineering teams to quickly resolve any issues and drive customer satisfaction - Assisting with deployment, configuration and customization of the platform while adapting to changes in the Customer's environment. - Monitoring performance to determine how well the systems are running and what improvements can be made - Briefing the customer on upcoming features and updates, and provide training in cooperation with Guardicore training team Do what you love To be successful in this role you will: - Have a High School / Bachelor's degree in Computer Science, Engineering, another related field or its equivalent - Have 7-10 years of experience in technical customer-facing roles - TAM, solutions engineer, solutions architect - Have experience with microsegmentation platforms, EDR, or network security and Zero trust products - Have experience working with cloud platforms (AWS, Azure, GCP) - Be Familiar with virtualization (VMware, Hyper-V) - Possess experience working with Kubernetes is advantageous. - Have understanding of networking, security, and operating systems (Linux/Windows) - Demonstrate expertise in account management with effective communication abilities. Work in a way that works for you FlexBase, Akamai's Global Flexible Working Program, is based on the principles that are helping us create the best workplace in the world. When our colleagues said that flexible working was important to them, we listened. We also know flexible working is important to many of the incredible people considering joining Akamai. FlexBase, gives 95% of employees the choice to work from their home, their office, or both (in the country advertised). This permanent workplace flexibility program is consistent and fair globally, to help us find incredible talent, virtually anywhere. We are happy to discuss working options for this role and encourage you to speak with your recruiter in more detail when you apply. This role covers a specific sales territory. In order to accommodate time zone and travel requirements for this role, successful candidates will be based in Cambridge, MA or Dallas, TX. Connect with us on social and see what life at Akamai is like! We power and protect life online, by solving the toughest challenges, together. At Akamai, we're curious, innovative, collaborative and tenacious. We celebrate diversity of thought and we hold an unwavering belief that we can make a meaningful difference. Our teams use their global perspectives to put customers at the forefront of everything they do, so if you are people-centric, you'll thrive here. Working for you At Akamai, we will provide you with opportunities to grow, flourish, and achieve great things. Our benefit options are designed to meet your individual needs for today and in the future. We provide benefits surrounding all aspects of your life: - Your health - Your finances - Your family - Your time at work - Your time pursuing other endeavors Our benefit plan options are designed to meet your individual needs and budget, both today and in the future. About us Akamai powers and protects life online. Leading companies worldwide choose Akamai to build, deliver, and secure their digital experiences helping billions of people live, work, and play every day. With the world's most distributed compute platform from cloud to edge we make it easy for customers to develop and run applications, while we keep experiences closer to users and threats farther away. Join us Are you seeking an opportunity to make a real difference in a company with a global reach and exciting services and clients? Come join us and grow with a team of people who will energize and inspire you! Akamai Technologies is an Affirmative Action, Equal Opportunity Employer that values the strength that diversity brings to the workplace. All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of gender, gender identity, sexual orientation, race/ethnicity, protected veteran status, disability, or other protected group status. #LI-Remote Compensation Akamai is committed to fair and equitable compensation practices. For US based candidates only - The On Target Earnings (OTE, base salary + commissions) for this position ranges from $88,900 - $160,100/year; a candidate’s OTE is determined by various factors including, but not limited to, relevant work experience, skills, certifications and location. Compensation for candidates outside the US will vary. The compensation package may also include equity awards and an Employee Stock Purchase Plan (ESPP). Akamai provides industry-leading benefits including healthcare, 401K savings plan, company holidays, vacation (in the form of PTO), sick time, family friendly benefits including parental leave and an employee assistance program including a focus on mental and financial wellness; Eligibility requirements apply.

• Own the post-sales technical relationship for a portfolio of strategic accounts; from onboarding through renewal and expansion. • Drive deployment, integration, and optimization of OPSWAT products (MetaDefender Core, MetaDefender Kiosk, MetaAccess, OT Security, Sandbox) across hybrid IT/OT environments. • Conduct Quarterly Business Reviews (QBRs), service health checks, and telemetry-driven insights to align product usage with customer security objectives. • Troubleshoot complex, multi-component issues; log analysis, root cause investigation, API integrations, performance tuning and coordinate with Support and Engineering for resolution. • Advise customers on architecture: secure file transfer, cross-domain solutions, OT/ICS network segmentation, supply chain security, and threat intelligence integration. • Act as the customer's voice internally; escalate, advocate, and influence Product and Engineering roadmaps based on real-world deployment feedback. • Partner with Sales and Customer Success to identify expansion opportunities and mitigate churn risk through proactive engagement.