Supervisor, Cloud Technical Account Management
Remote · United States
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Pay
$110K–$120K/yr
Published in the job listing
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Prepare for this interviewAt a glance
- Experience asked
- 7+ years
- Education
- Master's
- Benefits mentioned
- BonusRetirement planGenerous paid leaveWellness benefits
Skills mentioned
About the role
The Supervisor, Cloud Technical Account Management owns the growth and performance of Flexential’s Cloud TAM service and leads the team that delivers it, a group of Cloud Technical Account Managers (TAMs) and FTS Cloud Services Engineers. This role runs the Cloud TAM team as a business: partnering closely with Sales to drive bookings and attach the TAM service to new and existing cloud customers, managing the service pipeline, and owning the financial model, dashboards, and reporting that show the service’s revenue, growth, and profitability.
The ideal candidate combines team leadership with strong commercial and financial acumen. They are as comfortable in a sales call or pipeline review as they are leading a customer escalation, and they hold the team accountable for both service quality and business results. The Supervisor reports financial and operational metrics to the Director of FTS on a regular cadence and uses that data to drive pricing, staffing, and growth decisions for the service.
Service Growth & Sales Partnership
- Own the growth of the Cloud TAM service, partnering with Sales leadership, Account Executives, and Customer Success Managers (CSMs) to position and sell the service to new and existing cloud customers.
- Serve as the TAM service expert in the sales cycle by joining customer calls, presenting the service, scoping engagements, and supporting proposals and pricing.
- Develop and deliver sales enablement for the TAM service, including pitch materials, value messaging, qualification criteria, and customer success stories.
- Identify upsell, expansion, and attach opportunities within the existing customer base and work with account teams to close them.
- Drive customer retention and renewals by ensuring every TAM customer can clearly see the value the service delivers.
- Partner with Product and Pricing teams to refine TAM service packaging, pricing, and positioning based on market and customer feedback.
Pipeline, Financial Performance & Reporting
- Track and manage the TAM service pipeline in Salesforce in partnership with Sales, including opportunity stages, forecast accuracy, and win/loss trends.
- Build and maintain a financial model for the Cloud TAM service covering revenue, cost of delivery, team utilization, margin, and profitability by customer.
- Build and maintain reports and dashboards that track pipeline, bookings, recurring revenue, churn, margin, utilization, and customer health.
- Report financial and operational metrics to the Director of FTS on a regular cadence, with clear analysis of trends, risks, and recommended actions.
- Forecast revenue and headcount needs and build business cases for team growth tied to bookings and profitability.
- Use customer-level margin and utilization data to inform pricing, account assignments, and staffing decisions.
Team Leadership & People Management
- Supervise a team of Cloud TAMs and FTS Cloud Services Engineers, providing day-to-day direction, prioritization, and support.
- Conduct regular 1:1s, set clear performance goals tied to service quality and business results, and manage performance reviews.
- Lead recruiting, hiring, and onboarding for the team in partnership with the Director of Manage Services and P&C.
- Coach TAMs and Engineers to identify and surface expansion opportunities and to articulate the value of the service to customers.
- Build individual development plans and drive cross-training between TAMs and Engineers so expertise is shared across the team.
Service Delivery & Escalation Management
- Assign customer accounts and Engineer coverage based on account complexity, technical skill set, profitability, and team capacity.
- Serve as the escalation point for critical customer issues, major incidents, and executive-level concerns.
- Ensure the team consistently delivers high-quality technical reviews, health checks, QBRs, and RCA reviews.
- Carry a limited portfolio of strategic customer accounts as business needs require.
- Define and maintain team standards, playbooks, and processes that allow the service to scale profitably.
Required Qualifications
- 7+ years of experience in technical account management, customer success, solutions engineering, or managed services, including 2+ years of formal or informal leadership of technical or customer-facing teams.
- Proven track record partnering with sales teams to grow a service line or book of business, with measurable results against bookings or revenue targets.
- Experience working with Sales teams to support service growth, customer expansion, and revenue generation.
- Experience with financial reporting, business performance metrics, forecasting, and dashboard development.
- Demonstrated ability to coach, develop, and hold team members accountable while building a positive, high-performing team culture.
- Solid knowledge of cloud infrastructure, virtualization (VMware), networking, storage, and disaster recovery (Zerto, DRaaS), with the technical credibility to position the service and guide the team.
- Excellent written and verbal communication skills with experience presenting to technical, sales, and executive audiences.
Preferred Qualifications
- Experience as a practice lead, service owner, or similar role with accountability for a service line’s revenue or P&L.
- Experience building or scaling a TAM, customer success, or managed services offering.
- Experience developing sales enablement, pricing, or service packaging.
- Experience supporting enterprise customers in a managed services, data center, or cloud provider environment.
- Familiarity with Flexential’s product suite and cloud service offerings.
- Certifications (preferred but not required):
- ITIL v4 (Service Management)
- VMware VCP (VMware Certified Professional)
- AWS Solutions Architect or Azure Administrator
Physical Requirements
- Ability to sit for extended periods of time
- Moderate or advanced keyboard usage
- Limited travel is required
This position has the following safety hazards:
- Ergonomics
Base Pay Range: The annual salary range offered for this position is estimated to be $110,000 - $120,000. However, the actual pay range depends on each candidate’s experience, location, and qualifications.
Variable Pay: Discretionary annual bonus, based on personal and company performance.
At Flexential, we value diversity and believe that different perspectives and unique skills make us stronger as a team. While we've outlined the qualities and skills we are looking for in this job posting, we understand that there may be attributes and abilities that aren't explicitly listed but could be a perfect fit for our team. We want to emphasize that you shouldn't hesitate to apply if you don't meet every requirement. We're enthusiastic about assembling a diverse team of individuals who bring various talents to the table. Your unique perspective and abilities may be just what we need to drive innovation and success. If you believe you have what it takes to thrive in our environment, we encourage you to apply.
Benefits of working at Flexential
• Medical, Telehealth, Dental and Vision
• 401(k)
• Health Savings Accounts (HSA) and Flexible Spending Accounts (FSA)
• Life and AD&D
• Short Term and Long-Term disability
• Flex Paid Time Off (PTO)
• Leave of Absence
• Employee Assistance Program
• Wellness Program
• Rewards and Recognition Program
Benefits are subject to change at the Company's discretion.
Work Location Eligibility
At this time, we are only able to employ individuals who reside and perform work in states where the company is authorized to do business and maintain employment registrations. We are currently unable to consider applicants who reside or will perform work in the following states: Alaska, Alabama, Delaware, Hawaii, Iowa, Kansas, Louisiana, Maine, Maryland, North Dakota, Rhode Island, South Dakota, Wisconsin, Wyoming, Washington DC.
Employees hired into Atlanta-area positions may be required to work onsite at least 30 hours per week, depending on business needs, role requirements, and assigned work location. Onsite expectations will be discussed during the hiring process.
Applicants must be legally authorized to work in the United States and must reside in a state where the company maintains employment eligibility at the time of hire and throughout their employment. State eligibility may be subject to change based on business needs and regulatory requirements.
Flexential participates in the E-Verify program. Please click here for more information.
EEOC Statement: Flexential is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law.
Originally posted on Himalayas