Technical Account Manager (Pre-Sales)
Department: Sales
Location: Hybrid / Customer Onsite
Position Overview
The Technical Account Manager (TAM) serves as the technical face of the company throughout the sales cycle, partnering closely with the Sales team to understand customer business challenges, operational processes, and technical environments.
The primary objective of this role is to transform customer requirements into well-defined technical and business requirements that enable the Pre-Sales and Solution Architecture teams to develop high-quality proposals, Statements of Work (SOW), demonstrations, Proof of Concepts (POCs), and commercial quotations.
This is a highly customer-facing role requiring extensive onsite engagement with enterprise customers, excellent communication skills, strong technical knowledge, and exceptional business analysis capabilities.
The TAM acts as the bridge between Sales, Customers, Pre-Sales, Delivery, and Product teams to ensure opportunities are properly qualified before entering the solution design phase.
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Key Responsibilities
Customer Engagement
- Serve as the primary technical contact during the sales engagement.
- Participate in executive meetings, workshops, discovery sessions, and customer presentations.
- Build trusted relationships with customer business and IT stakeholders.
- Understand customer business objectives, operational challenges, and digital transformation initiatives.
- Conduct onsite customer visits to gather detailed business and technical information.
- Identify automation, AI, process improvement, and digital transformation opportunities.
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Discovery & Requirements Gathering
Lead Structured Discovery Activities Including
- Business process discovery
- Current-state assessment
- Pain point identification
- Functional requirements
- Non-functional requirements
- Technical environment assessment
- Infrastructure readiness
- Integration requirements
- Security and compliance requirements
- User volumes and workload analysis
- Success criteria and expected business outcomes
Document findings using standardized discovery templates and best practices.
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Opportunity Qualification
Qualify Opportunities By Assessing
- Business value
- Technical feasibility
- Solution fit
- Budget availability
- Decision-making process
- Project timeline
- Stakeholder landscape
- Customer readiness
- Risks and dependencies
Ensure only qualified opportunities proceed to solution design.
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Solution Coordination
Work Closely With The Pre-Sales Team To
- Translate customer requirements into technical specifications.
- Prepare comprehensive requirement documentation.
- Conduct internal solution handover sessions.
- Clarify customer expectations.
- Participate in solution brainstorming sessions.
- Support technical proposal development.
- Validate solution assumptions.
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Sales Enablement
Support Sales Throughout The Opportunity Lifecycle By
- Attending customer meetings
- Leading technical discussions
- Delivering product demonstrations
- Supporting RFP and RFI responses
- Assisting with POCs
- Preparing technical presentations
- Addressing customer technical questions
- Providing effort estimation inputs
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Internal Coordination
Coordinate Effectively With
