דרושים Technical Account Manager בתל אביב

About Us

Panorays is dedicated to reducing supply chain cyber risk so companies worldwide can quickly and securely do business together. We provide a comprehensive third-party cybersecurity solution that creates a new business world where cybersecurity isn’t just a necessary cost of doing business, but an integral driver of growth. With Panorays, our customers’ defenses are constantly evolving with their risk landscape, enabling companies to confidently scale with a solution that grows as they do.

About the Role

As a Technical Account Manager (TAM) dedicated to our alliance ecosystem, you will be the trusted technical advisor throughout the partner lifecycle - owning both pre‑sales solution design and post‑sales success for strategic technology, OEM, channel and consulting partners.

Working hand‑in‑hand with the Director of Alliances & Partnerships, you’ll deliver deep product expertise, accelerate integrations of Panorays’ Risk DNA™ data, and ensure partners maximize revenue and customer impact from our joint offerings.

Pre‑Sales & Integration Enablement

• Lead discovery, architecture workshops, demos and proof‑of‑concepts with partner SEs, product teams and prospective customers.
• Author solution briefs, reference architectures, and sample code that showcase API‑based integrations and embedded analytics.
• Respond to technical questionnaires, RFPs and security assessments; articulate Panorays’ security posture and data‑privacy controls.
• Deliver enablement sessions, webinars and certifications that upskill partner sales engineers and consultants.

Post‑Sales Success & Expansion

• Own the technical onboarding of new partners - configuring environments, mapping data flows, and validating end‑to‑end use cases.
• Monitor partner adoption KPIs (API calls, active assets, joint ARR) and drive tailored success plans and QBRs.
• Troubleshoot integration issues, coordinate escalations with Support and Engineering, and advocate for partner feature requests.
• Identify cross‑sell/upsell opportunities and collaborate with Alliances, CSM and Sales on expansion strategies.

Cross‑Functional Collaboration

• Serve as the "voice of partner" to Product Management - contributing to roadmap prioritization and beta programs.
• Partner with Marketing on technical content (whitepapers, blogs, webinars) that highlight integration value.
• Maintain accurate documentation and dashboards in Salesforce, Gong and PlanHat for pipeline, health and renewal status.

Experience & Skills

• 5+ years in a Technical Account Manager, Solutions Engineer or Customer Success Engineer role in a cybersecurity or risk‑management SaaS company, with hands‑on API integration and Data Engineering experience.
• Deep understanding of security ratings, third‑party risk, GRC or adjacent domains; familiarity with NIST CSF, ISO 27001, SOC 2 and cloud‑security best practices.
• Proficiency with REST/GraphQL APIs, JSON, scripting (Python, Bash) and data‑exchange formats; ability to build quick POCs and troubleshoot logs.
• Excellent communication and storytelling skills - able to translate complex technical concepts into business value for C‑suite and non‑technical stakeholders.
• Experience collaborating with global partners (ISVs, MSPs, GSIs) and navigating enterprise procurement, security and legal reviews.
• Comfortable juggling multiple projects and priorities in a fast‑growing, remote‑friendly environment.
• Bachelor’s degree in Computer Science, Engineering or related field; security certifications (e.g., CISSP, CCSP) a plus.

Nice to Have

• Prior experience embedding data feeds or OEM modules into partner products.
• Knowledge of cloud marketplaces (AWS, Azure, GCP) and SaaS procurement workflows.
• Contributions to open‑source security tools or SDKs.

About You

• Technically Proficient – You have hands-on experience with APIs, scripting, and system integrations, and can comfortably dive into technical details with partner teams.
• Solutions-Oriented – You enjoy solving complex technical challenges and translating business needs into scalable, high-impact solutions.
• Trusted Advisor – You’re a natural consultant who builds trust with partners through clear guidance, deep knowledge, and consistent delivery.
• Excellent Communicator – You can simplify complex concepts and tailor your message for engineers, product teams, or executive stakeholders.
• Collaborative by Nature – You work seamlessly across functions - Product, Sales, Engineering, and Support - to drive joint success and partner satisfaction.
• Analytical & Data-Driven – You track KPIs, surface insights from usage data, and use dashboards to guide strategic decisions and conversations.
• Resilient & Adaptable – You stay calm in high-stakes environments, shift priorities smoothly, and find paths forward - even in ambiguity.