Technical Account Manager, APJ

Company Background Censys’ mission is to be the one place to understand everything on the internet. Frustrated by the lack of trustworthy Internet intelligence, we set out to create the industry’s most comprehensive, accurate, and up-to-date map of the Internet. Today, Censys delivers real-time Internet intelligence and actionable threat insights to global governments, over 50% of the Fortune 500, and leading threat intelligence providers worldwide. As a Technical Account Manager for APJ, you will serve as the primary post-sale contact and trusted advisor to customers throughout their lifecycle, from onboarding and adoption through renewal and growth. You will partner closely with Security Operations, Threat Intelligence, Vulnerability Management, and IT teams within enterprises, government agencies, and partner organizations to ensure customers realize measurable security outcomes from our platform. This role blends relationship management with hands-on technical fluency. You will guide customers on platform workflows, integrations, and API usage, translate technical capabilities into business value for executive stakeholders, and help customers operationalize Censys within their security programs. Because you will be one of the first dedicated post-sale hires in the region, you will also shape how Censys shows up for APJ customers and serve as the regional voice of the customer internally. The ideal candidate understands the business and cultural dynamics of working across APJ markets, multi-stakeholder decision-making, regional data and regulatory considerations, and partner-led engagement models and is comfortable operating with autonomy while collaborating with colleagues across time zones. You will work cross-functionally with Sales, Product, Support, Marketing, and Engineering to advocate for APJ customers and drive long-term success across the region. What You’ll Do • Own and manage a portfolio of enterprise, government, and partner accounts across APJ • Act as the primary post-sale point of contact and technical advisor for your customers • Build trusted relationships with security leaders, practitioners, and executive stakeholders • Lead onboarding and implementation, including internal hand-offs, customer kick-offs, and integration and architecture planning • Help customers deploy, test, and troubleshoot integrations (e.g., cloud connectors, Splunk, Jira, ServiceNow, SIEM/SOAR platforms) and make effective use of the Censys API • Develop success plans aligned to each customer's security priorities and desired outcomes • Conduct regular business reviews, adoption reviews, and roadmap discussions • Educate customers on new features, platform workflows, Beta Programs, and Design Partnerships • Monitor product adoption, usage trends, health indicators, and customer engagement • Identify risks proactively including stakeholder turnover, low adoption, and budget risk and execute mitigation plans to improve retention • Partner with Account Executives on renewals, expansion opportunities, and account strategy • Identify opportunities for upsell, cross-sell, and broader platform adoption • Support and enable regional channel and MSSP partners serving joint customers • Support customer advocacy initiatives including references, case studies, and advisory programs • Maintain accurate account forecasts, health scores, and renewal data in Gainsight and Salesforce • Serve as the voice of the APJ customer internally, communicating feedback and regional market needs to Product and Engineering • Coordinate with Support and Professional Services to resolve customer issues effectively • Contribute to scalable customer success processes and playbooks tailored to the APJ region What We’re Looking For • 3+ years of Technical Account Management, Customer Success, Solutions Engineering, or related experience in B2B SaaS, ideally within cybersecurity, infrastructure, cloud, or networking • Experience supporting customers across the APJ region and an understanding of how to operate effectively across its markets • Solid understanding of computer networking, internet protocols, and “how the internet works” • Working knowledge of security and cloud technologies (e.g., AWS, Azure, GCP) and comfort discussing security concepts with practitioners • Ability to explain technical concepts to both technical and non-technical audiences, including senior stakeholders • Experience managing renewals and identifying expansion opportunities • Strong organizational and project management skills • Comfortable operating with autonomy in a fast-paced, high-growth environment • Demonstrates curiosity, a willingness to learn, and sound judgment in applying AI responsibly to actively improve efficiency and impact • Willingness to travel within APJ to meet with customers and partners, and periodically to Censys HQ • Fluency in English required; proficiency in an additional APJ language (e.g., Japanese, Mandarin, Korean, Bahasa) is a plus What sets you apart • Experience working with SOC, Threat Intelligence, Vulnerability Management, or Security Engineering teams • Familiarity with cybersecurity concepts such as attack surface management, asset discovery, threat intelligence, or vulnerability prioritization • Understanding of Layers 3 (network), 4 (transport), and 7 (application) of the OSI Model, and of SSL/TLS and certificates • Scripting or programming experience (e.g., Python) and familiarity with REST APIs • Experience working with government or regulated-industry customers in APJ • Experience with channel or MSSP partner models • Knowledge of platforms such as Salesforce, Gainsight, Zendesk, Jira, or similar tools • Previous start-up experience Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. The listed range is a guideline, and the range for this role may be modified. For roles that are available to be filled remotely, the pay range is localized according to employee work location by a factor of between 83% and 100% of range. Please discuss your specific work location with your recruiter for more information. We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to your recruiter. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities. To ensure the integrity of our hiring process and in attempt to facilitate a more personal connection, we require all candidates to keep their cameras on during video interviews. You may also be required to meet a Censys employee at one point during your process. Additionally, if hired, you will be invited to visit Ann Arbor, Michigan for in-person onboarding. By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with our Censys Privacy Policy. We value diversity and are committed to creating an inclusive environment for all employees. Censys is an equal opportunity employer. Note to external recruiters/agencies: We are not currently engaging with third-party agencies for this role and will not accept unsolicited outreach. We kindly ask that you do not submit resumes or candidate profiles to our team. 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