Technical Adoption Manager (Federal)

This position requires a Top Secret security clearance with polygraph.

About the role

Are you passionate about learning and leveraging VMware’s core products to help Fortune 100 customers succeed in creating an effective Multi-Cloud Operating Model/Deployment? Do you already possess strong business acumen and technical skills and could come up to speed quickly on VMware’s latest solutions? Does helping organizations achieve their business objectives through the usage of technology inspire you?

As a Technical Adoption Manager (TAM), you will serve as a trusted advisor, driving a cross-functional, unified customer experience using your technical, communication, and collaboration skills to help our customers achieve their full potential through the adoption of VMware's technology. You will play a critical role in guiding enterprise customers by enabling them to rapidly and successfully onboard, adopt, and realize business value through success planning/execution and technical guidance across the entire customer journey.

In this role, you will interact daily with your assigned customers, manage your schedule and priorities, and create long-term relationships while developing an understanding of the customer’s technical and business goals. You will also contribute to the internal global TAM community, sharing experiences and learning from peers.

Performance Outcomes (First 6-12 Months)

• Onboard into the TAM role and work with assigned customers.
• Within one month: Articulate customer key business objectives and desired outcomes; begin crafting a joint Success Plan with the customer.
• Serve as a trusted advisor, ensuring best-in-class execution and recommending improvements in customer operations that add value.
• Articulate customer long-term and short-term goals, identifying gaps and working on a structured engagement plan.
• Complete technology assessments, roadmap reviews, deployment guidance, best practices reviews, and day 2 operations guidance.
• Identify customer use cases and opportunities for prescribing Adoption Guidance and Workshops.
• Present achievements and customer progress in Quarterly Business Reviews.
• Communicate key topics of VMware’s solutions across all customer levels to drive realized value and long-term strategy.
• Enhance technical knowledge and soft skills through VMware’s structured quarterly training programs.

Responsibilities

• Collaborate with assigned customers to help them achieve desired outcomes using VMware technology.
• Leverage proven work experience in customer-facing positions (e.g., TAM, Solution Engineer, technology consultant).
• Draw on experiences with enterprise-level virtualization and map VMware solutions to customer business and technical requirements.
• Utilize expertise with VMware’s Multi-cloud products (Infrastructure SDDC, Cloud Environment, Network Virtualization, Automation/Monitoring).
• Use the TAM playbook, delivery kits, and tools to guide customers through:
  • Creating a Success Plan aligned to customer requirements and business objectives.
  • Delivering technology roadmaps and assessments for desired-state and outcome-focused plans.
  • Providing solution guidance and best practices to identify performance optimization opportunities.
  • Optimizing operations to align with stated technology goals and priorities.
  • Offering industry insights and benchmarking to realize cost savings and reduce operational risk.
• Present and communicate effectively, building relationships with CxO-level personnel.
• Collaborate with multi-functional VMware teams (consultants, engineers, product management, support staff).
• Organize and track customer plans, adjusting as needed to drive completion.
• Help create ‘customers for life’ by collaborating with Customer Success, Global Support, Education, Professional Services, Development, and Sales teams.
• Contribute to the internal global TAM community by sharing experiences and learning from peers.

Team Culture

Managers are supportive of team success and career growth. Team collaboration is encouraged, and TAMs take pride in their work and customers. The team is focused on driving strategic customer outcomes and enabling customers to derive maximum value from VMware solutions. The culture is open, diverse, and unified, with a strong emphasis on customer success, innovation, and creativity.

Location

National Capital Region (Washington, DC and Northern Virginia).

Qualifications

• Bachelor’s degree preferred; relevant years of experience in lieu of a degree may be considered.
• 12+ years of related experience.

Pay

The On Target Earnings (OTE) range for this position is USD 154,700.00 to USD 247,500.00. OTE includes sales incentive commission and salary. Eligible for a competitive new hire equity grant and annual equity awards, subject to relevant plan documents and award agreements.

Benefits

• Comprehensive medical, dental, and vision plans.
• 401(K) participation with company matching.
• Employee Stock Purchase Program (ESPP).
• Employee Assistance Program (EAP).
• Paid holidays, sick leave, and vacation time.
• Paid Family Leave and other leaves of absence in accordance with applicable laws.
• Financial contributions to ongoing development (conference participation, trainings, course work).