Technical Account Manager

Job Summary

This role is responsible for driving Customer Success, pipeline influence, and expansion

through Cloud Service Providers (AWS, Microsoft Azure, Google Cloud) and strategic SI &

Consulting Partners of the CSPs. The individual will act as a CSP & Partner facing leader,

enabling CAST to become a preferred solution embedded within cloud modernization,

migration, and application transformation programs.

Responsibilities

CSP & Partner-Led Growth

Drive lead generation and pipeline influence through Cloud Service Providers (AWS, Microsoft Azure, GCP).

Lead multiple enablement sessions for CSP sales, technical, and CSPs partner teams to position CAST within their modernization, migration, and application rationalization motions.

Establish CASTs value proposition through leadership connects, executive briefings, and joint value articulation sessions.

Enable CAST to become a preferred solution within CSP go-to-market strategies and funded programs.

Account Expansion & Advocacy

Identify opportunities to expand CAST usage within existing CSP Partners, CSP Account and Partner Managers across all verticals

Drive customer satisfaction, renewals, and account growth through measurable value realization.

Collect and evangelize customer success stories, case studies, and references, onboard customers as advocates.

Strategic Collaboration & Enablement

Work closely with Sales and Presales teams to onboard new accounts and transition engagements smoothly post-contract.

Advise customers on new CAST releases, feature adoption, and implementation best practices.

Influence internal product, services, and partner teams based on customer and market feedback.

Customer Success & Outcome Ownership

Own customer success across the full lifecycle: pre-sales engagement, delivery execution,

report presentation, and post-delivery value realization.

Ensure strong responsiveness and turnaround time during presales, delivery, and executive report walkthroughs.

Align CAST findings and insights directly to customer business outcomes such as cloud

readiness, modernization prioritization, risk reduction, and cost optimization.

Act as a trusted advisor during report presentations, tailoring discussions for senior

business and technology stakeholders.

Delivery Governance & Timeline Management

Work closely with delivery teams to ensure timely and high-quality delivery once orders

are confirmed.

Track milestones, manage expectations, and proactively mitigate risks to ensure reports

and deliverables are completed as committed.

Reinforce CASTs credibility through disciplined execution and predictable delivery

outcomes.

Post-Presentation Value Realization & Follow-ups

Drive structured follow-ups after report presentations to ensure customers extract

continuous value from CAST insights.

Support customers in interpreting findings, defining next steps, and embedding CAST

outputs into their modernization and transformation programs.

Maintain high-touch engagement and availability to support customer success,

renewals, and expansion opportunities.

Minimum Qualifications:

• Have >10 years of aggregated experience, preferably in Cloud Service Provider environment. consulting in IT or software deployment in large organization and/or experience as TAM/pre-sale consultant.
• 5+ Years of experience in Business Development / Customer Success Role / Partner-facing
• roles
• Strong Experience in working with Cloud Providers for Cloud Modernization and Migration program
• Experience of excelling at solving tough problems by leveraging technology, collaborating with people, and reengineering processes.
• Have strong technical knowledge especially in application architecture and software development, ADM process and tools, and modernization to Cloud (AWS/Azure/GCP)
• Understand the IT application development ecosystem, service providers, and IT organizations.

Skillset and Qualifications:

Strong Consulting Expertise: He/ She should have strong expertise in understanding

Customer expectations from CAST implementation, ability to map CAST solutions to fulfill client overall objectives and ability to understand current pain areas of customer. Must possess a good knowledge of SDLC processes. And, also have a strong exposure & understanding of Application Software Development & Maintenance, Best practices & methodologies currently followed during the Application Modernization and Cloud Migration exercise by the CSPs. He/ She should be able to interact with customers in a business-friendly manner and manage customer presentations

effectively.

Technical Skills: Exposure to software development would be essential, with hands on capabilities in toolsets applicable within the DevOps lifecycle. Ability to implement custom products at customer locations and do configuration of product based on the overall expectations as part of pilot implementation activities. Also, should be able to understand the overall technical landscape of the application analysis and can comprehend the technical value propositions from the analysis results. Prior experience of performing technical due diligence and modernization journey to cloud experience is an added advantage.