Customer Success Manager

• Innovate with Purpose: Build impactful solutions for customers worldwide.
• Join Excellence: Work in a diverse, collaborative, and innovative team.
• Shape the Future: Lead in redefining revenue optimization.
• Grow Together: Unlock your potential in a supportive environment.

We are looking for a dedicated, ambitious and self-driven Customer Success Manager (CSM), Enterprise. As a CSM, you will report into one of our Directors of Customer Success and will assist customers in the realization of business value by leveraging Varicent’s tools. We’re looking for someone who has a deep understanding of customer engagement for SaaS solutions.

The CSM, Enterprise role will collaboratively drive success planning, adoption, change management, renewal, and expansion activities (both existing and growth products) with key Business Decision Makers and through Technical Decision Makers while helping to reduce implementation risk, drive usage of existing products, identify opportunities in her/his accounts for expansion, and document/track value realized throughout the lifecycle.

What You'll Do: 

The Customer Success Manager, Enterprise role will enable our customers to realize business value from their investment and make our customers passionate advocates of Varicent – both our company and our products. Key responsibilities include:
• Serve as the main point of contact and liaison between customers and Varicent
• Represent the voice of the customer (customer advocacy) to provide input into core Product, Marketing, and Sales processes
• Lead renewals and proactively identify expansion opportunities in each account to drive value both for the customer and for Varicent
• Create value for customers by ensuring they clearly define business outcomes and then build a “success plan” with the appropriately identified objectives, stakeholders, milestones, risks, and metrics needed to achieve them
• Manage “success planning” at the program level by identifying, aligning on, and progressing key business priorities at each account, driving value realization across your portfolio of customers
• Be accountable to drive high usage of Varicent products within customers by driving the creation and execution of a thorough and action-oriented adoption plan
• Develop and leverage deep functional Varicent product expertise to increase the customer’s usage
• Build, maintain and leverage strong relationships with Business Decision Makers and Technical Decision Makers within each customer to influence solution adoption, create strong support for new opportunities, and secure their willingness to advocate on Varicent’s behalf
• Engage with your customer early in their lifecycle from onboarding through value realization – providing implementation oversight, change management coaching, success planning, and future vision setting with customers
• Orchestrate and gain strong buy-in with multiple external (e.g. customer’s Partner) and internal Varicent teams and be highly connected to Varicent SMEs throughout the customer’s lifecycle

What You'll Bring: 

• 5+ years of experience in Customer Success or Account Management in a SaaS or software company, particularly handling large enterprise accounts
• Passionate about the future of work, and positively impacting the working lives of people in large organizations
• Team-player who has a proven track record of excelling in fast-growing environments and taking initiative above and beyond the call of duty
• Ability to build trust and communicate effectively with a broad range of stakeholders: executives, administrators, technical leads, etc.
• Demonstrated ability to work independently while building strategic success plans to ensure the success of your customers and Varicent, and execute on the plan through well-defined tactics
• Proven ability to map the customer’s business process to product capabilities
• Strong interpersonal skills that establish trusted advisor relationships with customers
• Strong organizational/time management skills and the ability to manage multiple projects and/or a program simultaneously
• Familiarity with tools commonly used in CS: Salesforce, Gong, Zoom, Excel, PPT, ChurnZero, etc.
• Adaptable mindset, able to operate effectively with change
• Driven, self-motivated, enthusiastic, with a “can do” attitude
• Experience negotiating contracts and managing large renewals
• Cultural awareness and appreciation for diversity
• Bachelor’s degree with Information Technology/Business/Finance focus preferred
• Willingness to travel up to 10%