Principal Technical Account Manager, AppOmni
$141.1-194.1k
+ Stock Options
Python
Django
Salesforce
Okta
Zendesk
Gainsight
REST API
ServiceNow
Expert level
Remote in US
SaaS security management software
Be an early applicant
SaaS security management software
201-500 employees
B2BSaaSCyber SecurityAutomation
Be an early applicant
$141.1-194.1k
+ Stock Options
Python
Django
Salesforce
Okta
Zendesk
Gainsight
REST API
ServiceNow
Expert level
Remote in US
201-500 employees
B2BSaaSCyber SecurityAutomation
Company mission
To prevent SaaS data breaches by securing the applications that power the enterprise.
Role
Who you are
- AppOmni thrives off the success of our customers, and we're looking for a strategic, growth-focused, and results-driven Principal Technical Account Manager to engage and enable AppOmni’s largest customers
- Partnering directly with the customer’s team, you’ll have polished communication and a strong presence, coupled with the unique ability to act as a trusted advisor and technical expert on the AppOmni product
- 10-12+ years experience in customer success and/or technical account management in a SaaS organization, consulting, technical customer support, or sales engineering
- Current experience working directly with large enterprise customers, Fortune 100 companies, and C-level executives
- SaaS security experience, Cloud security experience, Identity and Access Management, vulnerability management, or experience in other cybersecurity disciplines are strongly preferred
- Experience with Python, Django, and/or other common developer frameworks to extract, transform, and load data through various API interfaces
- Experience working with REST APIs
- Understanding of various authentication methods
- Ability to understand various SaaS Applications’ RBAC structure
- Strong engineering skills to leverage in building integrations and supporting customers in their experience leveraging the AppOmni Developer Platform
- Experience supporting customer organizations comprised of security teams and business application owners
- Working knowledge of common SaaS solutions such as Salesforce, M365, ServiceNow, Workday, Okta
- Self-driven and self-motivated individual who enjoys a fast moving and constantly changing environment. Startup experience is a plus
- Strong customer facing and presentation skills with the ability to establish credibility with multiple stakeholders
- Has handled difficult customers or situations and can demonstrate resolutions
- Proficiency in Salesforce, Gainsight, and Zendesk is preferred
- You enjoy planning, adjusting, executing, winning, and celebrating as a team
- Ability to travel to customer locations monthly
What the job involves
- Our Customer Success team serves as the primary advocate for our customers, guiding them along a path to success and engaging resources across AppOmni to accelerate the adoption of the AppOmni product
- As a Principal TAM, you will be responsible for driving the value across customers to ensure they are actively engaged and fully recognizing the technical and functional potential of the AppOmni product
- Manage and serve as the primary point of contact for all post-sales technical and functional needs for AppOmni’s top enterprise customers through strong technical acument, in-depth product knowledge, relationship-building, strategic planning, business value articulation, and execution
- Be consultative and be viewed as a technical SME by exhibiting a complete understanding of customer technical goals and objectives. Develop a trusted advisor relationship with customer champions, sponsors, and technical teams to drive product adoption and ensure they are using AppOmni to achieve full business value
- Ensure that a deployment and adoption plan is in place with each customer in order to facilite the customer achieving their stated success criteria. Work cloley with AppOmni’s Customer Success Manager (CSM) team to monitor and identify adoption and utilization trends, provide recommendations based on customers' needs, risks, and strategy
- Introduce, demonstrate, and implement new products and features as they become available
- Develop expertise in AppOmni’s API capabilities to help customers augment UI-based functionality with script-based approaches to unlock value
- Work with customers and AppOmni field teams to leverage the AppOmni Developer Platform to help build support for SaaS applications for which AppOmni does not currently provide native integrations
- Work closely with the Product and Engineering teams to define and influence SaaS application support roadmap and augmentation beyond the AppOmni Developer Platform
- Work closely with Product and Engineering teams to further develop and advance the AppOmni Developer Platform and SDK features and capabilities
- Increase customer retention by assisting regular health check meetings for tactical items, and assisting with strategic business reviews for alignment of objectives and outcomes
- Help the customer document their technical success criteria and strategy and partner with the CSM and customer teams to ensure adherence to the strategy; work with the customer to update technical success criteria if/as customer priorities shift
- Define and document the customer’s end-state AppOmni architecture and work with the customer to develop a roadmap and strategy for achieving the desired end-state architecture
- Track accounts to identify customer risk and work actively to eliminate that risk; partner with the CSM by contributing to the renewal strategy and work closely with the AppOmni Renewals Manager to influence the successful execution of renewals
- Be the technical voice of the customer to our internal stakeholders (engineering, product, sales, and executive leadership teams) and provide internal feedback on how AppOmni can better serve our enterprise customers
- Work closely with Product and Engineering on identification and tracking of product improvement requests, troubleshooting, and bugs
- Evangelize customer success stories with the AppOmni Marketing team
- Above all, put customer’s needs first and demonstrate customer obsession
Application process
- The application window is anticipated to close October 31, 2024
Our take
Security is key in the online world, especially for companies that sell software as a service (SaaS). AppOmni's security management platform is designed to help SaaS companies protect their software from phishing attacks, malware, and other malicious tricks. It can discover risks that may potentially harm businesses’ services, protect sensitive data from malicious hands, and even monitor and fix any issues that are found.
AppOmni’s customers include large enterprises and tech names such as Dropbox, Ping and Accenture, as well as large Fortune 100 financial and healthcare companies. Collectively, it now secures apps covering 78 million users and 230 million exposed data records, and more than 9 billion monthly events.
Although AppOmni has made a name for itself, it has some notable competitors, such as Insight VM and Amazon Guard Duty. The company is continuing both its international growth and building out the platform to remain on top of the competition.
Steph
Company Specialist
Insights
Top investors
Company
Funding (last 2 of 4 rounds)
Jun 2022
$70m
SERIES C
Apr 2021
$40m
SERIES B
Total funding: $123m
Company benefits
- Autonomous Schedules: You know best how to get your work done, and sometimes that means starting the morning with a ski run before showing up to your home office or co-working space
- Home Office: As a new hire benefit, we provide a generous stipend for eligible expenses reimbursement for your home office / computer equipment set up in addition to a company-provided laptop
- Flexibility and Time Off: Have the freedom to take the time off you need with no required accruals and no set limits — just get your manager’s approval and go. We support our team in relaxing, recharging, and reconnecting
- Healthcare: AppOmni provides comprehensive insurance options for eligible employees – including medical, dental and vision, with substantial portions of the premiums covered by AppOmni
- Life Insurance & Disability Benefits: AppOmni provides group life, AD&D, STD and LTD benefits at no cost to our employees, as well as additional supplemental life insurance options
- Employee Assistance program: Our employees have access to LifeWorks Employee Assistance Program including in-person, phone, or video consultations with licensed counselors and online educational tools and resources
- Retirement Savings: We offer a 401(k) tax-advantaged retirement savings account as of the employee’s first paycheck with AppOmni covering all fees for the account
- Wellness and Connections: We value the mental health and overall wellness of our team and offer a monthly reimbursement for related wellness expenses. Participate in groups or be a champion for a cause that you’re passionate about
- Career Development: The best employees need room to grow professionally, and look for opportunities to hone their skills. We provide professional enablement programs and performance management reviews
Company values
- Trust
- Transparency
- Quality
- Customer Focus
- Delivery
Company HQ
Yerba Buena, San Francisco, CA
Articles
Leadership
Brendan O'Connor
(CEO)Started out working in Information Security at Tech Electronics and First Bank. Previous CSO of Salesforce and Security CTO of ServiceNow.
Brian Soby
(CTO)Received an MBA from Berkeley, and then joined Raytheon as a Network Security Engineer. Previous Director of Product Security at Salesforce, and Director of Security at Taulia Inc. Current Partner at Freefly Security.
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