Key Account Manager – Observability
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Location: San Jose, California (Hybrid)
Type: Full Time
Description
This role centres on managing and expanding key client accounts in observability, with a strategic focus on enterprise software solutions like Splunk, ServiceNow, or similar platforms. Combining account management with a technical product management mindset, you will deliver observability solutions tailored to meet client needs, foster strong client relationships, and drive revenue growth.
Responsibilities
Account Ownership & Sales Management
Build and maintain strategic relationships with stakeholders across assigned accounts, focusing on long-term engagement in observability.
Oversee project health of ongoing projects by attending project calls with the customer and with engineering team and identify and communicate risks in the internal sales/BD meetings
Provide a quarterly estimate of revenue from all the accounts and follow through to ensure that the pipeline is updated and/or closed as per projections
Project Oversight & Risk Management
Manage the progress and health of observability projects through regular check-ins with clients and internal engineering teams.
Act as a risk mitigator by identifying and escalating potential project obstacles during internal sales and BD meetings, ensuring alignment and proactive problem-solving.
Regularly attend project calls to assess the project’s technical health, adjusting timelines and deliverables as necessary to meet client and business needs.
Client-Centric Solution Development
Collaborate with clients to ideate and design observability solutions that align with their infrastructure monitoring, application performance, and endpoint visibility requirements.
Leverage technical knowledge in observability to guide clients toward tailored solutions within platforms such as Splunk, ServiceNow, or similar.
Consult with clients on integration strategies and identify areas for optimization, ensuring the observability solution aligns with both business and technical needs.
Stakeholder Communication & Strategic Alignment
Serve as a conduit between business goals and technical execution, translating client needs into actionable observability requirements for the engineering team.
Maintain clear, proactive communication with stakeholders, updating them on account status, revenue forecasts, and project adjustments.
Ensure alignment across all teams by presenting account strategies and progress during client and internal review sessions.
Product Innovation & User-Centric Approach
Develop and present product solutions that align with client objectives, leveraging experience in user-centric design and product strategy.
Conduct user acceptance testing (UAT) to validate solutions with client teams, gathering feedback to refine product features for maximum impact.
Requirements
4+ years of experience in account management or technical sales within enterprise software, with a focus on observability, IT infrastructure, or endpoint monitoring solutions.
Proven ability to meet and exceed sales targets, with a strong record of delivering tailored observability solutions that drive client business value.
Hands-on expertise with observability platforms such as Splunk, ServiceNow, or similar systems, and adept at translating complex requirements into actionable plans for technical teams.
Exceptional communication, negotiation, and presentation skills, with the ability to effectively address client needs and foster long-term relationships.
Bachelor’s degree in computer science, information technology, business, or a related field.
What We Offer:
Hybrid work environment based in San Jose, CA.
Competitive salary and excellent benefits package.
Visa Status Requirement: Open to candidates with H1B, Green Card, or U.S. Citizenship only.