Technical Account Manager (Technical Advisory) in London

Requirements

• Proven practical experience (at least 5 years) in software development or DevOps engineering.
• At least 5 years of experience in pre- or post-sales customer-facing activities.
• High listening skills and the ability to formalize and abstract elements expressed by customers and partners.
• Excellent presentation skills with strong written and verbal communication skills.
• Proven ability to work in a team, receiving and giving feedback as well as sharing knowledge.
• Attention to details.
• A can-do attitude: challenging the status quo, leading and contributing to key improvements and innovations.
• Autonomy to run your activity/plans with limited supervision.

What the job involves

• Grow the usage of the Sonar solution within Accounts.
• Increase the overall Account Sonar maturity.
• Lower the risk of Account churn or downgrade.
• Increase Account satisfaction, reduce the number of escalations.
• Increase the number of Sonar sponsors in the Account.
• Establish and maintain Sonar as a Trusted Advisor in the Account.
• Entice Accounts to stay current on an Active version of Sonar, to get maximal value.
• Influence Sonar roadmap to meet Account needs.
• Actively listen and formalize Account technical pains or other adoption inhibitors.
• Work on plans to overcome customer pains and inhibitors.
• Report product technical or functional gaps internally and advocate for their resolution.
• Evangelize/Promote the Sonar Clean Code concept and Clean as You Code methodology to the customer.
• Assist Sonar sponsors in the Account for the promotion/evangelization of the Sonar ecosystem.
• Keep Accounts up to date on the roadmap and aware of the value present in upcoming Sonar releases, as well as collecting feedback.
• Recruit customer development teams not currently using Sonar.
• “Upgrade” customer development teams that do not use Sonar correctly and therefore do not receive the maximum value.
• Position (favorably) the Sonar ecosystem vs other competing products potentially still used in the Account.
• Educate developers and managers on the value of static code analysis in general and of the Sonar ecosystem specifically.
• Make sure that the Account's Sonar technical deployment and operations are in line with the size of the deployment and the criticality of the tool in the DevOps chain.
• Run Quarterly Business Reviews (QBR) with Account Sales representatives.
• Execute Sonar deployment audits, identify gaps, and drive remediation plans for Accounts.
• Contribute to the Account Management plans with Sales Representatives.
• Elaborate the Technical strategy tailored to the Account context, provide inputs on the Commercial strategy.
• Keep yourself constantly up to date knowledge of the technical status of the Account, technical progress, threats, and opportunities for improved maturity.
• Track product development within Sonar in order to maintain product expertise.