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Customer Success Manager Japan

Japan

Black Duck Software, Inc. helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. Black Duck, a recognized pioneer in application security, provides SAST, SCA, and DAST solutions that enable teams to quickly find and fix vulnerabilities and defects in proprietary code, open source components, and application behavior. With a combination of industry-leading tools, services, and expertise, only Black Duck helps organizations maximize security and quality in DevSecOps and throughout the software development life cycle.

The Customer Success Manager serves as a trustworthy advisor and customer advocate, helping our customers achieve success and maximize their return on investment with Synopsys solutions. You will leverage your strong customer management, business and sales acumen, and technical skills to ensure you build trusted relationships with the customer to ensure a continuous positive relationship with Black Duck. Acting as a trusted advisor and coach, you will be responsible to define and measure / confirm the realization of our customer's business goals through the use of our solutions. The ideal candidate will have experience in enterprise software, a consultative approach to working with C level executives, and a passion for customer advocacy.

General Responsibilities

  • Develop and maintain durable relationships at all levels within the customer organization
  • Develop technical proficiency with all solutions
  • Be the customer's single point of contact throughout the entire customer life cycle (sales, implementation, adoption, proficiency, expansion)
  • Advocate for the customer by working closely with professional services, product management, customer support, and sales teams
  • Develop, deliver, and execute customer success plans which outline critical success factors and measures for success
  • Drive customer adoption through training and development of best practices to continually create incremental value
  • Monitor the adoption rates of assigned accounts; help align customer use cases with their business purposes
  • Maintain steady customer retention rates aligned with corporate goals
  • Partner with sales by identifying new business opportunities for expanding the footprint
  • Capacity to learn the software development lifecycle and application security

Qualifications and Experience

  • 2-3 year’s account management, customer success, or sales engineer experience in the enterprise software space
  • Able technical aptitude; ability to deliver complex technical presentations, perform product demonstrations, and help the customer achieve technical success
  • Understanding of the software development lifecycle, application security, and/or related field
  • Experience with the development, execution, and overview of account plans
  • Proven executive presence at the VP level and above; demonstrated ability to seamlessly participate in discussions with business and technical leadership
  • Excellent verbal and written communication and in-person and virtual presentation skills
  • Ability to work unsupervised and to collaborate effectively across functions
  • Able to travel nationally up to 10% of the time when permissible
  • Fluency in Japanese language is required

Education and Certifications

  • Bachelors' degree in a related field.

 

カスタマーサクセスマネージャーは信頼できるアドバイザーおよび顧客の擁護者として機能し、顧客が成功を収め、Synopsysソリューションを使用して投資収益を最大化するのを支援します。あなたは強力な顧客管理能力、ビジネスおよび営業の洞察力、技術スキルを活用して、顧客との信頼関係を構築し、Black Duckとの継続的な良好な関係を確保します。信頼できるアドバイザーおよびコーチとして、私たちのソリューションを使用して顧客のビジネス目標の実現を定義し、測定/確認する責任があります。理想的な候補者は、エンタープライズソフトウェアの経験、Cレベルの経営陣との協議的アプローチ、顧客擁護への情熱を持っています。

一般的な責任

顧客組織内のすべてのレベルで耐久性のある関係を構築し維持するすべてのソリューションに関する技術的な専門知識を身につける顧客ライフサイクル全体（営業、導入、採用、専門性、拡張）を通じて顧客の唯一の連絡窓口となるプロフェッショナルサービス、プロダクトマネジメント、カスタマーサポート、営業チームと密接に連携し、顧客の擁護者となる成功のための重要な成功要因と尺度を概説するカスタマーサクセスプランを開発、提供、実行するトレーニングとベストプラクティスの開発を通じて顧客の採用を促進し、継続的に増分の価値を創造する割り当てられたアカウントの採用率を監視し、顧客のユースケースをそのビジネス目的と整合させる企業の目標に沿った安定した顧客維持率を維持する営業と提携し、フットプリントを拡大するための新しいビジネスチャンスを特定するソフトウェア開発ライフサイクルとアプリケーションセキュリティを学ぶ能力

資格と経験

企業ソフトウェア分野での2〜3年のアカウント管理、カスタマーサクセス、または営業エンジニアの経験。高度な技術的能力；複雑な技術プレゼンテーションを行い、製品デモを実施し、顧客が技術的成功を収めるのを支援する能力。ソフトウェア開発ライフサイクル、アプリケーションセキュリティ、および/または関連分野の理解。アカウントプランの開発、実行、概要に関する経験。VPレベル以上での実績あるエグゼクティブプレゼンス；ビジネスおよび技術のリーダーシップとの議論にシームレスに参加する能力が実証されている。優れた口頭および文章でのコミュニケーション能力と対面およびバーチャルプレゼンテーションスキル。監視なしで作業する能力と、部門を超えて効果的に協力する能力。許可される場合、国内出張が最大10％可能。日本語が流暢であることが求められる。

教育と資格

関連分野の学士号。

 

Black Duck considers all applicants for employment without regard to race, color, religion, sex, gender preference, national origin, age, disability, or status as a Covered Veteran in accordance with federal law. In addition, Black Duck complies with applicable state and local laws prohibiting discrimination in employment in every jurisdiction in which it maintains facilities. Black Duck also provides reasonable accommodation to individuals with a disability in accordance with applicable laws.

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