Technical Account Manager

Description

About Us

Panorays is dedicated to reducing supply chain cyber risk so companies worldwide can quickly and securely do business together. We provide a comprehensive third-party cybersecurity solution that creates a new business world where cybersecurity isn’t just a necessary cost of doing business, but an integral driver of growth. With Panorays, our customers’ defenses are constantly evolving with their risk landscape, enabling companies to confidently scale with a solution that grows as they do. 

About the Role

As a Technical Account Manager (TAM) dedicated to our alliance ecosystem, you will be the trusted technical advisor throughout the partner lifecycle—owning both pre‑sales solution design and post‑sales success for strategic technology, OEM, channel and consulting partners.

Working hand‑in‑hand with the Director of Alliances & Partnerships, you’ll deliver deep product expertise, accelerate integrations of Panorays’ Risk DNA™ data, and ensure partners maximize revenue and customer impact from our joint offerings.

Pre‑Sales & Integration Enablement

• Lead discovery, architecture workshops, demos and proof‑of‑concepts with partner SEs, product teams and prospective customers.
• Author solution briefs, reference architectures, and sample code that showcase API‑based integrations and embedded analytics.
• Respond to technical questionnaires, RFPs and security assessments; articulate Panorays’ security posture and data‑privacy controls.
• Deliver enablement sessions, webinars and certifications that upskill partner sales engineers and consultants.

Post‑Sales Success & Expansion

• Own the technical onboarding of new partners—configuring environments, mapping data flows, and validating end‑to‑end use cases.
• Monitor partner adoption KPIs (API calls, active assets, joint ARR) and drive tailored success plans and QBRs.
• Troubleshoot integration issues, coordinate escalations with Support and Engineering, and advocate for partner feature requests.
• Identify cross‑sell/upsell opportunities and collaborate with Alliances, CSM and Sales on expansion strategies.

Cross‑Functional Collaboration

• Serve as the "voice of partner" to Product Management—contributing to roadmap prioritization and beta programs.
• Partner with Marketing on technical content (whitepapers, blogs, webinars) that highlight integration value.
• Maintain accurate documentation and dashboards in Salesforce, Gong and PlanHat for pipeline, health and renewal status.

Experience & Skills

• 5+ years in a Technical Account Manager, Solutions Engineer or Customer Success Engineer role in a cybersecurity or risk‑management SaaS company, with hands‑on API integration and Data Engineering experience.
• Deep understanding of security ratings, third‑party risk, GRC or adjacent domains; familiarity with NIST CSF, ISO 27001, SOC 2 and cloud‑security best practices.
• Proficiency with REST/GraphQL APIs, JSON, scripting (Python, Bash) and data‑exchange formats; ability to build quick POCs and troubleshoot logs.
• Excellent communication and storytelling skills—able to translate complex technical concepts into business value for C‑suite and non‑technical stakeholders.
• Experience collaborating with global partners (ISVs, MSPs, GSIs) and navigating enterprise procurement, security and legal reviews.
• Comfortable juggling multiple projects and priorities in a fast‑growing, remote‑friendly environment.
• Bachelor’s degree in Computer Science, Engineering or related field; security certifications (e.g., CISSP, CCSP) a plus.

Nice to Have

• Prior experience embedding data feeds or OEM modules into partner products.
• Knowledge of cloud marketplaces (AWS, Azure, GCP) and SaaS procurement workflows.
• Contributions to open‑source security tools or SDKs.

About You

• Technically Proficient – You have hands-on experience with APIs, scripting, and system integrations, and can comfortably dive into technical details with partner teams.
• Solutions-Oriented – You enjoy solving complex technical challenges and translating business needs into scalable, high-impact solutions.
• Trusted Advisor – You’re a natural consultant who builds trust with partners through clear guidance, deep knowledge, and consistent delivery.
• Excellent Communicator – You can simplify complex concepts and tailor your message for engineers, product teams, or executive stakeholders.
• Collaborative by Nature – You work seamlessly across functions—Product, Sales, Engineering, and Support—to drive joint success and partner satisfaction.
• Analytical & Data-Driven – You track KPIs, surface insights from usage data, and use dashboards to guide strategic decisions and conversations.
• Resilient & Adaptable – You stay calm in high-stakes environments, shift priorities smoothly, and find paths forward—even in ambiguity.

Requirements

About Us

Panorays is dedicated to reducing supply chain cyber risk so companies worldwide can quickly and securely do business together. We provide a comprehensive third-party cybersecurity solution that creates a new business world where cybersecurity isn’t just a necessary cost of doing business, but an integral driver of growth. With Panorays, our customers’ defenses are constantly evolving with their risk landscape, enabling companies to confidently scale with a solution that grows as they do. 

About You

• Technically Proficient – You have hands-on experience with APIs, scripting, and system integrations, and can comfortably dive into technical details with partner teams.
• Solutions-Oriented – You enjoy solving complex technical challenges and translating business needs into scalable, high-impact solutions.
• Trusted Advisor – You’re a natural consultant who builds trust with partners through clear guidance, deep knowledge, and consistent delivery.
• Excellent Communicator – You can simplify complex concepts and tailor your message for engineers, product teams, or executive stakeholders.
• Collaborative by Nature – You work seamlessly across functions—Product, Sales, Engineering, and Support—to drive joint success and partner satisfaction.
• Analytical & Data-Driven – You track KPIs, surface insights from usage data, and use dashboards to guide strategic decisions and conversations.
• Resilient & Adaptable – You stay calm in high-stakes environments, shift priorities smoothly, and find paths forward—even in ambiguity.

About the Role

As a Technical Account Manager (TAM) dedicated to our alliance ecosystem, you will be the trusted technical advisor throughout the partner lifecycle—owning both pre‑sales solution design and post‑sales success for strategic technology, OEM, channel and consulting partners.

Working hand‑in‑hand with the Director of Alliances & Partnerships, you’ll deliver deep product expertise, accelerate integrations of Panorays’ Risk DNA™ data, and ensure partners maximize revenue and customer impact from our joint offerings.

 Pre‑Sales & Integration Enablement

• Lead discovery, architecture workshops, demos and proof‑of‑concepts with partner SEs, product teams and prospective customers.
• Author solution briefs, reference architectures, and sample code that showcase API‑based integrations and embedded analytics.
• Respond to technical questionnaires, RFPs and security assessments; articulate Panorays’ security posture and data‑privacy controls.
• Deliver enablement sessions, webinars and certifications that upskill partner sales engineers and consultants.

 Post‑Sales Success & Expansion

• Own the technical onboarding of new partners—configuring environments, mapping data flows, and validating end‑to‑end use cases.
• Monitor partner adoption KPIs (API calls, active assets, joint ARR) and drive tailored success plans and QBRs.
• Troubleshoot integration issues, coordinate escalations with Support and Engineering, and advocate for partner feature requests.
• Identify cross‑sell/upsell opportunities and collaborate with Alliances, CSM and Sales on expansion strategies.

 Cross‑Functional Collaboration

• Serve as the "voice of partner" to Product Management—contributing to roadmap prioritization and beta programs.
• Partner with Marketing on technical content (whitepapers, blogs, webinars) that highlight integration value.
• Maintain accurate documentation and dashboards in Salesforce, Gong and PlanHat for pipeline, health and renewal status.

Experience & Skills

• 5+ years in a Technical Account Manager, Solutions Engineer or Customer Success Engineer role in a cybersecurity or risk‑management SaaS company, with hands‑on API integration and Data Engineering experience.
• Deep understanding of security ratings, third‑party risk, GRC or adjacent domains; familiarity with NIST CSF, ISO 27001, SOC 2 and cloud‑security best practices.
• Proficiency with REST/GraphQL APIs, JSON, scripting (Python, Bash) and data‑exchange formats; ability to build quick POCs and troubleshoot logs.
• Excellent communication and storytelling skills—able to translate complex technical concepts into business value for C‑suite and non‑technical stakeholders.
• Experience collaborating with global partners (ISVs, MSPs, GSIs) and navigating enterprise procurement, security and legal reviews.
• Comfortable juggling multiple projects and priorities in a fast‑growing, remote‑friendly environment.
• Bachelor’s degree in Computer Science, Engineering or related field; security certifications (e.g., CISSP, CCSP) a plus.

    Nice to Have:

• Prior experience embedding data feeds or OEM modules into partner products.
• Knowledge of cloud marketplaces (AWS, Azure, GCP) and SaaS procurement workflows.
• Contributions to open‑source security tools or SDKs

Excerpt

As a Technical Account Manager (TAM) dedicated to our alliance ecosystem, you will be the trusted technical advisor throughout the partner lifecycle—owning both pre‑sales solution design and post‑sales success for strategic technology, OEM, channel and consulting partners.