高级技术客户经理
Senior Technical Account Manager
描述
关于 Onyx
Onyx 正在构建自主 AI 的控制平面。随着企业将 AI 代理扩展到整个组织，Onyx 为他们提供可见性、治理和操作控制，以了解有哪些代理、它们做什么以及它们引入了哪些风险。我们是一个快速发展的团队，帮助世界上最大的公司安全地采用 AI。
关于该职位
作为高级技术客户经理，你将是我们的企业客户的首要技术倡导者和战略顾问——他们是产品、工程和安全团队之间的桥梁。你将负责售后关系，解决复杂的技术问题，并确保客户从 Onyx 平台中实现可衡量的价值。
这不是一个传统的支持或关系管理职位。你将深入了解每个客户环境、优先事项和安全要求，然后协调资源，帮助他们达成目标。理想的候选人能够在与架构师和安全工程师的深入讨论与与 CIO、CISO 和 CTO 的战略对话之间自如切换。
你会做
- 负责技术关系。作为指定企业客户的首要售后技术联系人，从上线到续约和扩展。
- 在各个层面提供建议。指导实践者进行部署、配置和最佳实践，同时向高管提供 AI 风险态势和治理策略建议。
- 推动价值实现。领导集成到客户环境中（代理框架、身份、云、SIEM/SOAR、数据平台），并定义与可衡量的安全结果相关的成功计划。
- 解决难题。排查问题，进行技术深入分析，编写诊断和自动化脚本，并有效升级以推动解决。
- 管理风险和增长。监控账户健康状况，主导季度业务回顾和高管简报，将结构化反馈传递给产品和工程团队，并与销售团队合作推动扩展。
要求
你具备
- 7 年以上面向客户的技术角色经验（TAM、解决方案工程师、客户成功工程师或类似职位），在 B2B SaaS 领域，有大量企业客户经验。
- 网络安全、云安全、身份或数据保护背景；具有 AI/ML 平台、LLM 工具或代理框架经验者优先。
- 具备脚本编写技能（Python、Bash 或类似语言），熟悉 REST API、云平台（AWS/Azure/GCP）和现代安全工具。
- 具备高管级别的表现力
查看英文原文
Description
About Onyx
Onyx is building the control plane for autonomous AI. As enterprises scale AI agents across the organization, Onyx gives them the visibility, governance, and operational control to understand what agents exist, what they do, and what risks they introduce. We're a fast-moving team helping the world's largest companies adopt AI safely.
About the Role
As a Senior Technical Account Manager, you'll be the primary technical advocate and strategic advisor for our enterprise customers — the bridge between them and our Product, Engineering, and Security teams. You'll own post-sale relationships, solve hard technical problems, and make sure customers realize measurable value from the Onyx platform.
This isn't a traditional support or relationship-management role. You'll learn each customer's environment, priorities, and security requirements in depth, then coordinate the resources to get them where they want to go. The ideal candidate moves easily between hands-on discussions with architects and security engineers and strategic conversations with CIOs, CISOs, and CTOs.
What You'll Do
- Own the technical relationship. Serve as the primary post-sale technical contact for assigned enterprise accounts, from onboarding through renewal and expansion.
- Advise at every level. Guide practitioners on deployment, configuration, and best practices while advising executives on AI risk posture and governance strategy.
- Drive time-to-value. Lead integration into customer environments (agent frameworks, identity, cloud, SIEM/SOAR, data platforms) and define success plans tied to measurable security outcomes.
- Solve hard problems. Troubleshoot issues, run technical deep-dives, write scripts for diagnostics and automation, and escalate effectively to drive resolution.
- Manage risk and growth. Monitor account health, lead QBRs and executive briefings, channel structured feedback to Product and Engineering, and partner with Sales on expansion.
Requirements
What You Bring
- 7+ years in customer-facing technical roles (TAM, Solutions Engineer, Customer Success Engineer, or similar) in B2B SaaS, with significant time on enterprise accounts.
- Background in cybersecurity, cloud security, identity, or data protection; experience with AI/ML platforms, LLM tooling, or agent frameworks is a strong plus.
- Scripting skills (Python, Bash, or similar) and comfort with REST APIs, cloud platforms (AWS/Azure/GCP), and modern security tooling.
- Executive presence and excellent communication — a proven ability to advise senior security leaders and translate technical detail into business risk and value.
- Consultative, customer-obsessed mindset with a bias for action and experience working cross-functionally with Product, Engineering, and Sales.
Nice to Have
- Experience with the AI security landscape (AI governance, agent security, LLM risk, data leakage) and agentic workflows used by modern security and data teams.
- Prior startup experience building or scaling a Customer Success / TAM function.
- Familiarity with CRMs, ticketing systems, and customer-health platforms (Salesforce, Zendesk, Gainsight).
- Relevant certifications (CISSP, CCSP, cloud provider certifications).
Job Benefits
- Remote work model
- Health insurance and wellness benefits
- Equity participation
Compensation Disclosure
We offer a competitive compensation package that includes base salary, equity, and performance-based incentives. Compensation will be determined based on experience, location, and the scope of the role.
Equal Opportunity Statement
Onyx is an equal opportunity employer. We value diverse perspectives and are committed to building an inclusive environment for all employees.
Originally posted on Himalayas