Strategic Technical Account Manager – TAM

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DigitalOcean

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2011

☁️ SaaS

SaaS • Cloud Computing

DigitalOcean is a cloud infrastructure provider that offers a suite of products and services for developers to build, deploy, and scale applications. Their platform provides comprehensive tutorials, reference material, and support documentation to assist users in managing resources effectively using their API and CLI tools. With features like Droplets (virtual machines), managed databases, Kubernetes, and a marketplace for third-party applications, DigitalOcean focuses on simplicity and performance. They cater to both individual developers and larger organizations looking for cloud solutions that are easy to implement and manage.

📋 Description

• Own the technical relationship with DigitalOcean’s highest-value customers, including Fortune 500 companies and global technology leaders. • Serve as the trusted technical advisor and executive-facing point of contact, building deep, lasting relationships with VP- and SVP-level stakeholders. • Drive regular technical and strategic alignment sessions (QBRs, EBRs), proactively shaping the customer’s roadmap to maximize the value of DigitalOcean infrastructure. • Operate as a thought partner, challenging customers to modernize, optimize, and scale AI/ML and GPU workloads using cutting-edge cloud architecture patterns. • Engage with C-level and VP-level contacts with confidence, clarity, and authority. • Deliver high-impact, boardroom-ready presentations on architecture decisions, cost-performance tradeoffs, and innovation opportunities. • Navigate complex org structures, ensuring DigitalOcean maintains executive alignment and account control at every level. • Provide expert guidance on designing and scaling AI/ML, containerized, and GPU-intensive workloads on DigitalOcean. • Assist customers with architectural planning, workload migration, performance tuning, and incident response. • Collaborate directly with engineering and product teams to address customer roadblocks and influence the product roadmap based on enterprise needs. • Own technical success across a portfolio of DigitalOcean’s largest and most strategic accounts. • Identify opportunities for workload expansion, cost optimization, and operational efficiency. • Act as the voice of the customer, providing structured feedback to influence DigitalOcean's offerings and go-to-market strategies.

🎯 Requirements

• 7+ years supporting enterprise or strategic accounts in a customer-facing technical role (TAM, Solutions Architect, or equivalent). • Experience working with large-scale organizations like AMD, Intel, or similar, including managing executive-level relationships and navigating matrixed stakeholders. • Deep understanding of cloud architecture for AI/ML, including GPU orchestration, inference/training pipelines, and model deployment. • Proficient in at least one major cloud platform (AWS, GCP, Azure) and familiar with DigitalOcean or other developer-focused platforms. • Strong hands-on skills with Linux systems, networking, containers (Docker/Kubernetes), and automation (Terraform, Ansible). • Programming/scripting in Python, Go, or similar—especially relevant to AI/ML and MLOps use cases. • Understanding of AI/ML infrastructure stacks: PyTorch, TensorFlow, ONNX, Hugging Face, NVIDIA Triton, etc. • Understanding of AI/ML infrastructure, including frameworks like PyTorch, TensorFlow, and ONNX, with hands-on experience optimizing GPU workloads on both NVIDIA (CUDA, TensorRT) and AMD (ROCm, MIOpen) platforms. • Comfort with modern DevOps and data stack tools (CI/CD, GitOps, observability, pipelines). • Proven ability to engage with and influence executive decision-makers. • Exceptional communication skills, including the ability to translate complex technical topics into strategic business impact. • Comfortable presenting to large audiences, running technical workshops, and defending architectural decisions.

🏖️ Benefits

• We innovate with purpose. You’ll be a part of a cutting-edge technology company with an upward trajectory, who are proud to simplify cloud and AI so builders can spend more time creating software that changes the world. As a member of the team, you will be a Shark who thinks big, bold, and scrappy, like an owner with a bias for action and a powerful sense of responsibility for customers, products, employees, and decisions. • We prioritize career development. At DO, you’ll do the best work of your career. You will work with some of the smartest and most interesting people in the industry. We are a high-performance organization that will always challenge you to think big. Our organizational development team will provide you with resources to ensure you keep growing. We provide employees with reimbursement for relevant conferences, training, and education. All employees have access to LinkedIn Learning's 10,000+ courses to support their continued growth and development. • We care about your well-being. Regardless of your location, we will provide you with a competitive array of benefits to support you from our Employee Assistance Program to Local Employee Meetups to flexible time off policy, to name a few. While the philosophy around our benefits is the same worldwide, specific benefits may vary based on local regulations and preferences. • We reward our employees. The salary range for this position is based on market data, relevant years of experience, and skills. You may qualify for a bonus in addition to base salary; bonus amounts are determined based on company and individual performance. We also provide equity compensation to eligible employees, including equity grants upon hire and the option to participate in our Employee Stock Purchase Program. • DigitalOcean is an equal-opportunity employer. We do not discriminate on the basis of race, religion, color, ancestry, national origin, caste, sex, sexual orientation, gender, gender identity or expression, age, disability, medical condition, pregnancy, genetic makeup, marital status, or military service.