Role Description As a Senior Technical Account Manager, you'll build strong relationships with our customers, becoming their go-to advisor. You'll help drive product adoption, solve technical challenges, and ensure successful deployments. You'll also provide custom content, offer product recommendations, and gather feedback to improve our offerings. Responsibilities - Serve as a Dragos Platform power user to the customer helping them achieve success with the technology for their overall ICS security efforts. - Build strong customer relationships, especially with key customer stakeholders. - Address customers’ technical requests; proactively resolve issues and make sure they manage to avoid problems. - Provide advice, guidance, and technical know-how to ensure successful ongoing usage and adoption. - Manage customer expectations while holding them accountable. - Be the internal champion; make it your business to know who to lean on for assistance within Dragos; know when to sound the alarm. - Conduct health checks and promote self-advocacy. - Engage with internal teams: sales, field operations, technical support, engineering, product management, and more. - Track key account metrics; communicate progress to internal and external stakeholders. - Identify service opportunities, training needs, and key areas of improvement for the business unit. - Up to 25% travel. Qualifications - 4+ years of experience working in enterprise cybersecurity, as a SOC analyst or cybersecurity engineer. - Knowledge of Industrial Control Systems (ICS) and Operational Technology (OT) systems and environments. - Understanding of SOC/SIEM workflows (Splunk, QRadar, FortiSIEM, Elastic) and cybersecurity concepts such as network segmentation, secure remote access, and vulnerability management. - Familiarity with SecOps concepts (Event Triage, Incident Response, Investigation). - Customer-first attitude; a listener who is customer-oriented and attentive to their needs. - Critical thinker with problem-solving skills; enjoys solving technical and challenging issues. - Eastern Time Zone preferred. Requirements - OTE: $144,000 - Competitive Equity Package - Comprehensive Benefits Plan Company Description Dragos is on a relentless mission to defend industrial organizations that provide us with the necessities of modern civilization; running water, functioning electricity, and safe industrial working environments. As the market leader in ICS/OT Cybersecurity, we are dedicated to arming our customers with best-in-class technology, threat intelligence, and services to protect their systems as effectively and efficiently as possible. We’re a remote-first culture with operations in North America, Europe, the Middle East, and APAC. We’re looking for mission-oriented teammates who embody our core values of authenticity, transparency, and trust. Are you ready to make a difference? Come join a mission that can save the world!

Role Description Technical Account Managers (TAMs) are at the core of shaping the Netskope customer experience. As a TAM, you’ll be responsible for driving technical success across the customer journey, ensuring organizations realize the full value of the Netskope Cloud Security platform. - Partner with customers to understand their business goals, cybersecurity strategy, and technical architecture. - Guide customers through adoption and operational maturity using tailored value realization plans. - Act as a trusted advisor, aligning customer objectives with the Netskope roadmap. - Share best practices and connect customers with the right resources across the organization. - Blend technical expertise with business insight to drive customer loyalty, retention, and growth. Typical TAM activities - Customer Success Planning: Partner with the Customer Success Manager to define and execute success plans, value realization roadmaps, and business reviews. - Trusted Technical Advisor: Build strong relationships with customer champions and executives, guiding them on Netskope best practices, policies, and architecture design. - Adoption & Enablement: Coach customer teams to become self-sufficient in day-to-day operations by providing enablement sessions, configuration guidance, and best practice recommendations. - Health Monitoring & Optimization: Conduct tenant health checks, track adoption metrics, and proactively recommend improvements to strengthen the customer’s security posture. - Issue & Escalation Management: Coordinate with Support and Engineering to resolve technical issues, ensuring customer advocacy and clear communication throughout escalations. - Insights & Best Practices: Share new use cases, lessons learned, and optimization opportunities with customers and across the Netskope community. - Product Alignment & Feedback: Champion customer needs with Product Management and Engineering; provide feedback on features and roadmap relevance. - Technology Strategy Alignment: Partner with CSMs and customer stakeholders to ensure Netskope capabilities support and align with the customer’s evolving security and business objectives. - Reporting & Communication: Deliver regular status updates and executive-level summaries to highlight progress, risks, and outcomes. - Cross-functional Collaboration: Orchestrate resources across Netskope and the customer organization to drive successful adoption and long-term retention. Qualifications - 5+ years of experience as a Professional Services Consultant or Technical Account Manager. - Proven track record of success and strong presentation skills at both the executive and architect levels. - Solid knowledge and prior experience with network security technologies such as Proxies, Next-Generation Firewalls, SSL/IPSec, VPNs, SSO, DLP, and Encryption Gateways. - Strong understanding of networking concepts, MDM, and Cloud APIs. - Experience working with large enterprise customers (Fortune 500 experience a plus). - Proficiency in at least one scripting language (e.g., Perl, Python). - Familiarity with regulatory and compliance frameworks (HIPAA, PCI, PII, ITAR, GLBA, SOX). - Knowledge of data encryption technologies, SIEM, and load balancing. - Strong background in network architecture. - Must be proficient in written and spoken English. Requirements - Bachelor’s Degree preferred; relevant experience will also be considered. Benefits - Netskope is committed to implementing equal employment opportunities for all employees and applicants for employment. - Netskope does not discriminate in employment opportunities or practices based on religion, race, color, sex, marital or veteran status, age, national origin, ancestry, physical or mental disability, medical condition, sexual orientation, gender identity/expression, genetic information, pregnancy (including childbirth, lactation and related medical conditions), or any other characteristic protected by the laws or regulations of any jurisdiction in which we operate.

Role Description Plume is seeking a customer-focused Sr. Technical Account Manager (TAM) to serve as a trusted technical and operational advisor for strategic ISP and Enterprise customers. This is a highly collaborative, customer-facing role that combines technical problem-solving, stakeholder management, program coordination, and operational leadership. The TAM works closely with customer technical teams as well as internal Product, Engineering, Support, and Delivery organizations to drive successful deployments, platform adoption, release management, and ongoing customer success. The ideal candidate brings strong technical aptitude, excellent communication skills, and the ability to confidently navigate both technical and business discussions. This role is best suited for someone who can effectively leverage technical teams and tools to drive outcomes, rather than functioning as a software engineer embedded within Customer Success. The TAM develops deep knowledge of customer environments, ISP operational workflows, and Plume platform capabilities, helping customers successfully adopt and operationalize Plume solutions at scale. Responsibilities - Serve as the primary technical and operational point of contact for assigned customer accounts. - Build trusted relationships with ISP and Enterprise technical stakeholders. - Coordinate cross-functional efforts between customers and Plume Product, Engineering, Support, and Delivery teams. - Drive technical issue resolution, escalation management, and follow-through to completion. - Support customer onboarding, deployments, integrations, release planning, and operational readiness. - Help customers successfully adopt and operationalize Plume platform capabilities and tools. - Facilitate troubleshooting sessions and coordinate investigations across multiple technical teams. - Analyze trends, recurring issues, and operational gaps to proactively improve customer outcomes. - Assist customers with platform usage, APIs, reporting tools, dashboards, and operational workflows. - Create and maintain clear customer-facing documentation, operational processes, and internal runbooks. - Lead regular technical reviews, status meetings, and customer operational governance discussions. - Translate customer feedback into actionable recommendations for Product and Engineering teams. - Help drive alignment across internal and external stakeholders to achieve shared goals and timelines. - Partner with Engineering and Support teams on complex technical escalations when needed. - Contribute to the development of TAM operational processes, best practices, and customer engagement models. Qualifications - Bachelor’s degree in Computer Science, Engineering, Information Systems, Telecommunications, or related field preferred. - Equivalent practical experience will also be considered. - Experience in a customer-facing technical role such as Technical Account Management, Solutions Engineering, Sales Engineering, Technical Program Management, Customer Success Engineering, or Technical Support. - Experience working with ISPs, telecommunications providers, networking vendors, or cloud/SaaS platforms preferred. - Strong ability to communicate technical concepts clearly to both technical and non-technical audiences. - Proven experience managing customer relationships and coordinating cross-functional technical initiatives. - Experience handling technical escalations and driving issue resolution across multiple teams. - Strong organizational, analytical, and project coordination skills. - Comfortable operating in fast-paced environments with evolving priorities. - Ability to learn new technologies and platforms quickly. Required Skills - Excellent verbal and written communication skills. - Strong stakeholder management and customer engagement abilities. - Ability to independently lead customer technical discussions and operational reviews. - Strong problem-solving and troubleshooting mindset. - Excellent organizational and follow-through skills. - Ability to manage multiple priorities and coordinate across teams effectively. Technical Skills - Working knowledge of cloud platforms, SaaS environments, and APIs. - Familiarity with networking concepts including LAN/WAN, routing, switching, WiFi, and CPE/gateway technologies. - Experience using technical troubleshooting tools such as logs, dashboards, SSH, packet captures, or monitoring platforms. - Familiarity with data analysis and reporting tools. - Ability to run or interpret SQL queries and technical reports is preferred. - Familiarity with Jira, Confluence, Slack, and related collaboration tools. Preferred Experience - ISP or telecommunications industry experience. - Vendor-side experience supporting service providers or enterprise customers. - Experience with WiFi technologies (802.11 standards), gateway devices, or broadband platforms. - Exposure to OpenSync, OpenWRT, RDK, or similar ecosystems. - Familiarity with cloud operational tooling, dashboards, analytics platforms, or API integrations. - Experience supporting customer release management or operational governance processes. Nice-to-Have Technical Skills - Advanced SQL or analytics experience. - Scripting or coding experience. - Cloud architecture certifications or experience. - Deep packet/network troubleshooting expertise. - Experience with Databricks, SageMaker, Mixpanel, or similar platforms. Preferred Certifications - CCNA / CCNP - CWNA / CWSP - AWS Certified Cloud Practitioner or Solutions Architect - PMP or equivalent project/program management certification - ITIL Foundation or similar operational certification

• Provide customers with expert guidance on deployment, operational best practices, and assist in establishing a Wiz Center of Excellence. Serve as the primary Wiz liaison for technical questions or escalations, collaborating with Support, Product Management, and other relevant teams. Contribute to workshops aimed at helping customers unlock the full value of the Wiz platform. • Develop trusted advisor relationships and establish a regular cadence with customer stakeholders from practitioners to C-level, with a focus on increasing adoption, ensuring retention, and fostering satisfaction. • Help customers develop Success Plans, outlining critical goals and key performance indicators, and provide guidance in achieving these objectives. Measure customers’ achievement of these key performance indicators and report those both internally and externally. • Identify and address technical issues to ensure high levels of customer satisfaction. Collaborate with Engineering and Support teams to resolve technical escalations quickly and efficiently. • Advocate for customer needs across various departments (product management, support, etc). Offer insights regarding the availability of new features in Wiz. Program manage account escalations effectively. • Collaborate with the Wiz Sales and Renewal teams to secure contract renewals. Assist in identifying opportunities for expanding Wiz usage across the customer’s organization. • Maintain up-to-date functional and technical knowledge of the Wiz platform. Continuously monitor news related to new & emerging cloud security threats. Grow your knowledge of the Wiz ecosystem (Cloud Service Providers, Technology partners, etc)