Technical Account Manager BNL

The Technical Account Manager (TAM) is a post-sales technical lead responsible for driving the successful adoption, scaling, and self-sufficiency of advanced software solutions, including Mendix, Graph Studio, AI Cloud, and SAS Language Compiler tools. This role focuses on guiding customers toward effective product utilization, establishing robust architectural views, and fostering trusted relationships with senior stakeholders. The TAM is both a technical practitioner, capable of hands-on prototyping and integrations, and a strategic advisor, enabling customer success while channeling feedback to Siemens' product teams. A successful TAM ensures that customers achieve productive use of sold software through clear technical account plans, seamless orchestration across teams, and empowered, self-sufficient customer teams. They drive account growth by surfacing new technical use cases, de-risking expansions, and sharing adoption best practices to scale know-how across the organization. Additionally, they act as the voice of the customer, channeling structured field insights to Product teams while ensuring customers recognize their needs reflected in Siemens’ roadmap. The TAM serves as the post-sale technical hub, enabling adoption and expansion by providing technical input to the Account Executive and aligning strategies with Expert Services for implementation. They coordinate across Specialists, Renewal Specialists, and Partner AEs for seamless execution and planning, while advising customer architects on product integration without taking ownership of architecture decisions. Acting as the bridge to the Field CTO, the TAM delivers field insights upstream and roadmap context to customers, while commercial aspects like QBRs, CSAT/NPS, upsells, and renewals remain with the AE, Renewal ### Responsibilities: Technical Account Strategy & Planning - Build trusted relationships with customer stakeholders like CIOs, CTOs, and enterprise architects. Serve as their strategic technical advisor. - Collaborate with AEs and Partner Managers to align technical adoption and growth priorities. - Maintain a clear view of customer architecture, advising on product integration. - Develop and own Customer Adoption Plans aligned to customer strategies, ensuring progress and alignment. Adoption & Technical Execution - Lead technical kickoffs and adoption enablement activities (e.g., workshops, account reviews) to drive customer self-sufficiency. - Prototype and lightly integrate solutions as needed; engage Specialists for heavy builds. - Align with Expert Services for implementations, focusing on adoption health. Footprint Growth & Bid Support - Shape new technical use cases and identify scaling opportunities across products. - Route potential commercial signals to the account team and contribute expert technical input on bids and RFx processes. Internal Operations & Orchestration - Track adoption health and pipelines while supporting internal reviews and account planning. - Collaborate across Siemens teams and use internal tools to streamline processes. Knowledge Sharing & Mentoring - Share adoption best practices and contribute to playbooks and reference materials. - Mentor TAMs and team members, driving technical excellence. Field Signal & Product Feedback - Capture adoption insights and provide structured feedback to the Field CTO. - Advocate for customer needs internally, ensuring alignment and addressing blockers. General - Uphold Siemens' values, maintain compliance, and complete necessary administrative tasks. ### Requirements: Competencies: - Deep Adoption Expertise: Expertise in the adoption and account discipline, with breadth across all four products and practitioner-level hands-on capability for prototyping, demos, and product work. - Software, Data & AI Practices: Proficiency in delivery practices and technical execution across software, data, and AI solutions. - Wider Siemens Portfolio Awareness: Familiarity with the broader Siemens portfolio to identify integration opportunities and adjacent solutions. - Technical Account Planning: Develop technical account plans and align adoption strategies with customer goals and priorities. - Architectural Advisory: Advise on architectural landscape mapping and integration of products into customer environments. - Stakeholder Relationship Management: Build and maintain relationships with senior stakeholders such as CIOs, CTOs, enterprise architects, and business leaders. - Orchestration & Collaboration: Coordinate across teams (AEs, Specialists, Expert Services, Partner Managers) for seamless execution and adoption. - Voice-of-Customer Advocacy: Capture structured feedback and represent customer needs to influence product roadmaps while providing technical input to bids and RFx processes. - Mentoring & Knowledge Sharing: Coach TAM peers, contribute to adoption best practices, and enable customer self-sufficiency. - Growth Mindset & AI Proficiency: Embrace self-development, a growth mindset, and skilled use of generative AI to improve efficiency and quality in daily work. Education and Experience: