Technical Account Manager

Job Description:

• Client & Stakeholder Management Serve as the onsite face of the organization for one or more strategic enterprise accounts.
• Build strong relationships with client stakeholders across IT, cloud, infrastructure, application, security, data, operations, procurement, and business teams.
• Understand client priorities, pain points, budgets, transformation roadmaps, and upcoming initiatives.
• Conduct regular stakeholder check-ins, governance meetings, delivery reviews, and opportunity discovery conversations.
• Act as a trusted advisor who can translate client challenges into actionable solution themes.
• Account Expansion & White Space Identification Identify white-space opportunities across the client landscape, including: AWS cloud modernization Application modernization Data engineering and analytics AI / GenAI / agentic AI use cases DevOps and platform engineering Infrastructure and managed services Integration / middleware modernization ServiceNow, observability, AIOps, automation, and security services Map client org structure, technology landscape, active vendors, upcoming projects, and budget owners.
• Partner with sales leadership to create and maintain an account expansion plan.
• Convert informal client conversations into qualified opportunities, workshops, assessments, demos, and SOWs.
• Track pipeline, opportunity status, next steps, blockers, and stakeholder influence.
• AWS & Cloud Advisory Bring working knowledge of AWS services and cloud operating models, including: EC2, S3, Lambda, API Gateway, RDS, VPC, IAM, CloudWatch AWS migration and modernization patterns Cloud cost optimization / FinOps DevOps, CI/CD, containers, Kubernetes / EKS Data and analytics services AWS AI / GenAI services such as Bedrock, SageMaker, Amazon Q, where applicable Help identify where AWS-native services can solve client problems or reduce cost, complexity, or risk.
• Collaborate with AWS solution architects and internal SMEs to shape client-specific solutions.
• Delivery Alignment & Governance Work closely with delivery managers, architects, offshore teams, and client stakeholders to ensure smooth execution.
• Identify delivery risks early and escalate constructively.
• Ensure client expectations are clearly captured, documented, and communicated internally.
• Support account reviews, QBRs, steering committee meetings, and executive updates.
• Help maintain client confidence by ensuring transparency, accountability, and proactive communication.
• Solution Shaping & Proposal Support Support discovery sessions, workshops, and technical requirement gathering.
• Help translate client needs into solution briefs, estimates, proposal inputs, and SOW assumptions.
• Coordinate with internal SMEs to develop relevant solution options and commercial models.
• Assist in positioning accelerators, reusable IP, managed services, assessment offerings, and partner-led solutions.
• Ensure proposed solutions are practical, commercially viable, and aligned with client priorities.
• Required Experience 4-5 years of experience in IT services, consulting, cloud, infrastructure, application development, or enterprise technology delivery.
• Prior experience as a Technical Account Manager, Client Partner, Engagement Manager, Delivery Manager, Solution Consultant, Cloud Consultant, or Account Expansion Lead.
• Proven experience working in an IT services / consulting organization with responsibility for client relationships, delivery coordination, and account growth.
• Strong exposure to AWS cloud services and cloud transformation programs. Demonstrated ability to identify and qualify white-space opportunities within existing accounts.
• Experience working with distributed delivery teams, including offshore / nearshore models. Strong understanding of enterprise IT areas such as cloud, apps, data, DevOps, infrastructure, integrations, managed services, and automation.
• Excellent communication skills with the ability to engage both technical teams and executive stakeholders.
• Ability to operate independently onsite without needing constant direction.
• Preferred Experience AWS certification preferred: AWS Cloud Practitioner, AWS Solutions Architect Associate, or equivalent practical experience.
• Experience supporting accounts in banking, insurance, healthcare, manufacturing, retail, or large enterprise environments.
• Exposure to GenAI / AI services such as Amazon Bedrock, SageMaker, Amazon Q, or enterprise AI assistants.
• Experience with ServiceNow, observability tools, AIOps, security, data modernization, or integration platforms.
• Prior success expanding an account from a small footprint into multiple workstreams.
• Experience preparing account plans, QBR decks, executive summaries, solution notes, and opportunity briefs.
• Key Skills Stakeholder management Executive communication AWS cloud awareness Account mining and white-space identification IT services sales support Delivery governance Solution shaping Discovery and requirement gathering Commercial awareness Offshore coordination Relationship management Proposal and SOW support Escalation management Consultative selling