扩展客户经理
Scaled Account Manager
**工作地点**
我们的扩展客户经理将作为DoiT美洲地区客户管理团队的重要成员。该职位为远程办公，面向北美地区的候选人开放。
**关于我们**
DoiT是一家全球科技公司，与以云为中心的组织合作，利用云技术推动业务增长和创新。我们结合数据、技术和人类专业知识，确保客户在规划到生产的过程中保持架构良好且可扩展的状态。
通过交付DoiT云智能解决方案——唯一一个将先进技术与人类智能相结合的解决方案，我们帮助客户解决复杂的多云问题并提高效率。
凭借数十年的多云经验，我们在Kubernetes、GenAI、云运维等领域有专业能力。作为AWS、Google Cloud和Microsoft Azure的获奖战略合作伙伴，我们与全球超过4000家客户合作。
**职位机会**
DoiT的客户管理团队负责通过建立信任关系、识别高价值机会以加深参与度，并作为云供应商团队支持客户增长的战略联系点，从而保留并扩大现有客户群。该团队的目标是保护100%的现有业务，同时识别具有最强扩展潜力、倡导力和长期合作关系的客户。
作为扩展客户经理，您将负责一个主要由中小型企业及中型市场客户组成的大型客户组合的商业关系和客户战略。您将使用高效且可重复的覆盖模型，识别并优先处理正在快速扩展、发展更大的云和技术足迹或需要更深入技术参与的客户。您将把时间集中在DoiT能产生最大影响的地方——无论是扩展当前关系，整合尚未通过DoiT管理的额外云或技术环境，还是引入解决明确客户需求的独立DoiT产品。
您将作为客户组合的业务负责人，结合客户洞察、商业判断和客户发现，挖掘合格的增长机会。您将与客户成功经理、前置部署工程师、DoiT专家和云供应商团队紧密合作，了解客户的不断变化的环境，将DoiT的专业知识和产品与他们的优先事项对齐，并帮助他们做出更好的决策。
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**Location**
Our Scaled Account Manager will be an integral part of DoiT’s Account Management organization in AMER. This role is remote and open to candidates located in North America.
**Who We Are**
DoiT is a global technology company that works with cloud-driven organizations to leverage the cloud to drive business growth and innovation. We combine data, technology, and human expertise to ensure our customers operate in a well-architected and scalable state - from planning to production.
Delivering DoiT Cloud Intelligence, the only solution that integrates advanced technology with human intelligence, we help our customers solve complex multicloud problems and drive efficiency.
With decades of multicloud experience, we have specializations in Kubernetes, GenAI, CloudOps, and more. An award-winning strategic partner of AWS, Google Cloud, and Microsoft Azure, we work alongside more than 4,000 customers worldwide.
**The Opportunity**
DoiT’s Account Management team is responsible for retaining and growing our existing customer base by building trusted relationships, identifying high-value opportunities for deeper engagement, and serving as a strategic point of contact for cloud-provider teams supporting customer growth. The team’s goal is to protect 100% of existing business while identifying customers with the strongest potential for expansion, advocacy, and long-term partnership.
As a Scaled Account Manager, you will own the commercial relationship and customer strategy across a large portfolio of primarily SMB and mid-market accounts. You will use an efficient, repeatable coverage model to identify and prioritize customers who are scaling quickly, developing larger cloud and technology footprints, or showing a need for deeper technical engagement. You will focus your time where DoiT can create the greatest impact—whether that means expanding the current relationship, integrating additional cloud or technology environments not yet managed through DoiT, or introducing standalone DoiT products that address clear customer needs.
You will act as the business lead for your portfolio, combining account insight, commercial judgment, and customer discovery to uncover qualified growth opportunities. You will partner closely with Customer Success Managers, Forward Deployed Engineers, DoiT specialists, and cloud-provider teams to understand customers’ evolving environments, align DoiT’s expertise and products to their priorities, and help them make better decisions about their cloud strategy.
Success means protecting the existing business, identifying high-growth customers early, increasing adoption of DoiT’s products and expertise, expanding DoiT’s role across customers’ broader technology footprints, and creating durable commercial growth through both integrated services and standalone product placement.
**Responsibilities**
- Own a scaled portfolio primarily in the SMB and mid-market segments, using Salesforce to maintain customer context, stakeholders, priorities, risks, opportunities, renewals, and next steps.
- Use data to prioritize engagement across the portfolio, focusing on high-potential and at-risk accounts; build multi-threaded relationships and understand each customer’s business priorities, cloud footprint, FinOps maturity, and desired outcomes.
- Drive retention and renewal outcomes by identifying risk early, coordinating mitigation plans, and leading commercial conversations with internal partners on pricing, commitments, contracts, and approvals.
- Identify, qualify, and manage expansion pipeline across new workloads, migrations, cost optimization, managed commitments, DoiT products, and services; maintain accurate opportunity stages and forecasts.
- Partner with Sales, CSMs, FDEs, DoiT specialists, and cloud-provider teams on account plans, funding, deal registration, and execution, delegating delivery work while owning the commercial relationship.
- Run portfolio-appropriate customer cadences, including account and FinOps reviews, product demonstrations, commitment planning, security and AI discussions, onboarding, and escalation reviews.
- Coordinate escalations to the right DoiT owner, keeping customers informed and driving accountability through resolution.
- Use customer data, dashboards, CRM workflows, and appropriate AI or automation tools to improve coverage and create repeatable operating rhythms.
- Capture and share actionable customer feedback, product requests, and market insights with Product, Engineering, Marketing, and Sales.
- Maintain account reviews and plans for priority and high-potential customers, tracking outcomes, engagement, spend trends, risks, renewal timing, and growth plans.
**Qualifications**
- 2+ years of experience in an Account Management/Customer Success/Customer Engineering role
- 3+ years of experience in a technology company
- Strong verbal/written communication skills in English
- Strong technical skills that enable you to engage productively with technical teams and the ability to build influential relationships
- Great operational/administration skills, analytical, detail-oriented and able to “zoom” in/out from the big picture to the minutiae
- A desire to grow within the organization and continuously broaden your skill sets
- A great sense of humor and enjoys having fun at work
**Bonus Points**
- Experience with AWS, GCP, or other major public clouds
- Experience with FinOps, cloud cost optimization, cloud operations, Kubernetes, AI, data platforms, or related cloud technologies.
- Cloud Certifications (AWS cloud practitioner or Google Cloud Digital Leader certifications)
**Are you a Do’er?**
Be your truest self. Work on your terms. Make a difference.
We are home to a global team of incredible talent who work remotely and have the flexibility to have a schedule that balances your work and home life. We embrace and support leveling up your skills professionally and personally.
What does being a Do’er mean? We’re all about being entrepreneurial, pursuing knowledge and having fun! Click here to learn more about our [core values](https://careers.doit.com/life-at-doit/).
Sounds too good to be true? Check out our [Glassdoor Page](https://www.glassdoor.com/Overview/Working-at-DoiT-International-EI_IE1972488.11,29.htm).
We thought so too, but we’re here and happy we hit that ‘apply’ button.
- Unlimited Vacation
- Flexible Working Options
- Health Insurance
- Parental Leave
- Employee Stock Option Plan
- Home Office Allowance
- Professional Development Stipend
- Peer Recognition Program
**Many Do’ers, One Team**
DoiT unites as _Many Do’ers, One Team_, where diversity is more than a goal—it's our strength. We actively cultivate an inclusive, equitable workplace, recognizing that each unique perspective enhances our innovation. By celebrating differences, we create an environment where every individual feels valued, contributing to our collective success.
#LI-Remote