Technical Account Manager (growth & Adoption Focus)

Technical Account Manager (Growth & Adoption Focus)

Mirantis is the Kubernetes-native AI infrastructure company, enabling organizations to build and operate scalable, secure, and sovereign infrastructure for modern AI, machine learning, and data-intensive applications. By combining open source innovation with deep expertise in Kubernetes orchestration, Mirantis empowers platform engineering teams to deliver composable, production-ready developer platforms across any environment—on-premises, in the cloud, at the edge, or in sovereign data centers. As enterprises navigate the growing complexity of AI-driven workloads, Mirantis delivers the automation, GPU orchestration, and policy-driven control needed to manage infrastructure with confidence and agility. Committed to open standards and freedom from lock-in, Mirantis ensures that customers retain full control of their infrastructure strategy.

We are seeking a technically strong, customer-facing Technical Account Manager (TAM) to drive platform adoption, workload expansion, and customer success across Mirantis' hybrid-cloud solutions. This role is ideal for someone who has successfully grown adoption and technical footprint within an existing book of customers, combining technical depth with customer relationship management and strategic influence.

You will act as a trusted advisor and advocate, helping customers maximize value from Mirantis technologies — including Kubernetes, OpenStack, virtualization, and modern application architectures — while proactively identifying opportunities to expand use cases and increase platform utilization.

Key Responsibilities

• Serve as the primary technical contact and advocate for assigned enterprise customers, ensuring operational excellence and strategic alignment.
• Drive customer growth and adoption by identifying and enabling new workloads, integrations, and use cases within the customer's environment.
• Proactively manage a book of assigned customers, tracking engagement, adoption trends, and expansion opportunities.
• Analyze customer solutions holistically, identify technical or process gaps that hinder adoption or efficiency, and drive utilization growth through consultative engagement and actionable guidance.
• Conduct regular on-site and virtual customer engagements, including architecture reviews, enablement sessions, and roadmap discussions (travel up to 25% required).
• Partner with customer DevOps and application teams to map workloads effectively across Kubernetes, OpenStack, and virtualization platforms.
• Lead technical enablement and lifecycle management, ensuring environments are secure, current, and optimized for performance.
• Collaborate with Mirantis Product and Engineering teams to bring customer feedback into the product lifecycle and influence roadmap decisions.
• Develop and maintain customer success and adoption plans, with measurable milestones tied to usage growth and business outcomes.
• Participate in Quarterly Business Reviews (QBRs) and strategy sessions, showcasing technical value delivered and proposing next-phase adoption initiatives.
• Support incident management and escalation processes as a trusted technical liaison, ensuring strong communication and resolution outcomes.

Qualifications

• 5+ years in a technical, customer-facing role (TAM, Solutions Architect, or Consultant).
• Demonstrated success growing adoption, consumption, or footprint within a book of enterprise customers.
• Deep, hands-on expertise with Kubernetes, OpenStack, and virtualization platforms.
• Strong understanding of application-layer technologies, including microservices, APIs, and CI/CD pipelines.
• Experience with DevOps tools such as Helm, Terraform, GitOps, Jenkins, or ArgoCD.
• Proven ability to build and expand relationships with both technical and executive stakeholders.
• Excellent communication, presentation, and consultative skills — confident leading workshops and influencing customer direction.
• Ability to travel up to 25%, including on-site customer meetings and strategic sessions across EMEA or globally.

Preferred Qualifications

• Experience in open-source, cloud-native, or managed service environments.
• Exposure to AI/ML, data-intensive workloads, or edge computing use cases.
• Relevant certifications: CKA/CKAD, OpenStack Administrator, or major cloud provider certifications (AWS, GCP, Azure).

Success in this Role

• Proven growth in customer workload adoption and platform utilization.
• High customer satisfaction and retention across assigned accounts.
• Strong alignment between customer roadmaps and Mirantis solutions.
• Recognized internally and externally as a trusted technical advisor and adoption growth catalyst.

Work in a global, collaborative, remote-first culture that rewards initiative and execution. Play a pivotal role in shaping the next era of cloud and AI modernisation. Manage high-impact enterprise accounts with immediate opportunity for growth. Work with exceptionally passionate, talented and engaging colleagues, helping Fortune 500 and Global 2000 customers implement next-generation cloud technologies. Be a part of cutting-edge, open-source innovation. Thrive in the high-energy environment of a young company where openness, collaboration, risk-taking, and continuous growth are valued. Professional development and training. Attend conferences and working groups. Customized workstation (macOS, Windows). Competitive compensation, performance incentives, and opportunities for advancement.