Technical Account Manager

Software company specialized in network automation and transformation for telecommunications operators. We work with major carriers, helping them modernize their operations, automate critical processes, and evolve network management towards more efficient and autonomous models. We are a company with a strong technical DNA, but with a commercial vision and focus on sustainable growth. Our model combines commercial coherence, technical credibility, and solid execution.

We are looking for a Technical Account Manager (TAM) based in Mexico City, Mexico. The TAM is the owner of the tactical agenda for their accounts: translates commercial strategy into a concrete agenda with the client, builds and closes the definition of opportunities, and prepares technical-commercial proposals. It is a role with direct commercial responsibility —measured in pipeline generated, budgetary influence, and proposal conversion— leveraged by real technical credibility. It is not a support, operational delivery, or architecture role.

Main Responsibilities:

Strategic Management and Business Development:

• Understand the client's technological, operational, and budgetary structure, and align the company's solutions with their transformation and efficiency initiatives.
• Identify structural initiatives and problems before they become formal bidding processes (RFPs).
• Proactively generate upselling and cross-selling opportunities on the installed base ("budget fishing").
• Influence the client's future planning and budgetary lines.
• Define and maintain the agenda with the client, in coherence with the account strategy agreed upon with the KAM.

Consultative Selling (Standard Solutions):

• Independently design and present technical-commercial proposals when the solution is based on the existing portfolio.
• Translate complex product capabilities into clear, viable, and economically sensible solutions for the client.

Relationship Management and Evangelization:

• Build solid relationships and manage multiple stakeholders within complex organizations, maintaining credibility with both engineering/operations teams and executive areas (C-Level).
• Orchestrate workshops and executive sessions ("Overview Demos") to showcase the art of the possible and drive adoption of new functionalities.
• Post-Sales Continuity (Value Delivery):
• Ensure the correct implementation and adoption of the sold solutions.
• Coordinate the transition to execution with Project Managers (PMs) and Delivery, identifying early risks, but without directly managing operations.

Opportunity Building and Closing

• Generate upselling and cross-selling opportunities on the installed base.
• Create, qualify, and keep deals updated in CRM. The TAM is responsible for ensuring their accounts' pipeline is real and reliable.
• Prepare the complete technical-commercial proposal, internally orchestrating the commercial and technical parts. Work on pricing and closing strategy with the KAM, who is the approver and closer.
• Lead PoCs for the client, with support from the Product and CTO teams.
• Translate complex product capabilities into clear, viable, and economically sensible solutions for the client.
• Build opportunities based on defined campaigns and portfolio.

Excluding Requirements:

• Experience: 5+ years in technical account management, technical consulting, or sales engineering (Pre-Sales) roles with a strong relational component and oriented towards commercial results.
• Experience working against commercial objectives (quota, pipeline, or account revenue), even if shared.
• Industry: Solid experience working with telecommunications operators (preferably Tier-1), knowledge of operations, network architecture (fixed, mobile, Cloud, e.g., FTTH, 4G/5G), and OSS/BSS platforms.
• Education: University degree in Engineering (Telecommunications, Systems, Electronics) or equivalent technical degree.
• Languages: Fluent command of Spanish and English.
• CRM. Disciplined use of CRM as a personal management tool, not as an administrative burden.
• Technical Skills: Conceptual knowledge of software, deployment models (Cloud, SaaS, On-premise), APIs, and integration. Familiarity with industry frameworks (e.g., TM Forum standards, eTOM, Open APIs). Sufficient understanding to technically influence without needing to perform deep configurations (hands-on).
• Competencies: Technical communication at executive level, ability to translate operational problems into business impact, long-term strategic thinking, and excellent negotiation skills, comfort in economic conversation: pricing, business cases, value defense against purchase.
• Availability: For travel, as this is a global role for the entire ecosystem of partners/integrators and resellers.

Desirable:

• Previous experience and contact network in Tier-1, 2, and 3 accounts in the region.
• Previous experience working in integrators and partners.
• Postgraduate degree in technology management or business.

What We Offer:

• Strategic role with direct impact on the company's growth.
• Work with top-tier telecommunications operators.
• Participation in real and cutting-edge automation projects.
• Space for professional growth combining high-level technology and business.