Perforce Software
Senior Customer Success Manager, Delphix
Perforce Software, Los Angeles, California, United States, 90079
Senior Customer Success Manager, Delphix
Join to apply for the
Senior Customer Success Manager, Delphix
role at
Perforce Software . This range is provided by Perforce Software. Your actual pay will be based on your skills and experience talk with your recruiter to learn more. Base pay range
$90,000.00/yr - $120,000.00/yr Perforce is a community of collaborative experts, problem solvers, and possibility seekers who believe work should be both challenging and fun. We are proud to inspire creativity, foster belonging, support collaboration, and encourage wellness. At Perforce, youll work with and learn from some of the best and brightest in business. Before you know it, youll be in the middle of a rewarding career at a company headed in one direction: upward. With a global footprint spanning more than 80 countries and including over 75% of the Fortune 100, Perforce Software, Inc. is trusted by the worlds leading brands to deliver solutions for the toughest challenges. The best run DevOps teams in the world choose Perforce. Overview
You are customer-focused and experienced at managing and growing customer accounts. You engage in strategic conversations focused on KPIs and success criteria to drive value and secure renewals. You are comfortable in renewal conversations including financial terms with a history of meeting renewal and expansion targets. You naturally possess a high level of empathy and pay attention to customers needs, helping them define and measure the value of the implemented solution. You can identify and mitigate risk, pull teams together to solve escalations, and establish yourself as a trusted advisor with any level of resources. You are able to converse effectively with technical customers, economic buyers, internal teams, procurement, and executives, and you identify and create new opportunities for growth with new customer departments. This position is remote but required to be on the west coast/timezone. Responsibilities Establish and maintain relationships with key decision makers within assigned accounts. Orchestrate relationships with assigned clients, defining value, increasing adoption, and securing retention. Partner with the Delphix Account Team (Regional Sales Managers, Solutions Engineers and Professional Services) to find opportunities for expanded usage of Delphix. Hold business discussions with the Economic Buyer to reinforce value realized from the Delphix solution and identify expansion opportunities. Act as the Delphix liaison for technical inquiries, issues or escalations, coordinating with Support, Product Management, Engineering, or others as needed. Ensure client reference ability to support the Sales organization in expansions and closing processes. Facilitate executive-level engagements such as value assessment and realization, product strategy and EBRs. Measure and monitor customer achievement of critical KPIs, reporting internally and externally. Identify and manage escalations for successful resolution by driving internal and external teams. Develop strategic account plans for 100% consumption and growth based on the customers short and long-term goals. Know the market and maintain knowledge of all key competitors. Identify new use cases and organizational contacts to expand on our customers realized value and organizational success. Be responsible for renewal, health, and risk forecasting and reporting on your client portfolio.
Requirements
Bachelors Degree in Business, Computer Science, Information Systems, related major, or comparable education and work experience. 8+ years of experience in account management/customer success in a software company. Experience negotiating and closing customer contracts (renewals & expansion). History of success as a customer success manager, consultant, pre-sales, account management, or equivalent. Track record of leading technical conversations and persuading others to take action based on requirements and value provided by solutions. Experience working in a development, testing or data management environment. Understanding of DevOps, Test Data Management, Agile, CI/CD and Masking. Must work within a team environment with sales, field services and delivery teams. Knowledge of customer success tools such as Gainsight and proficiency in creating PowerPoint presentations. Experience collaborating with Partners to drive customer success. Must be able to travel as needed.
Additionally, this position is eligible for benefits including medical, dental, vision, retirement benefits, life insurance, wellness programs, total time off, and other employee perks offered by Perforce. The actual offer will depend on factors such as education, skills, qualifications, depth of experience, and other relevant business considerations. Perforce reserves the right to amend or modify employee perks and benefits at any time. Perforce is an equal opportunity employer that values diversity and inclusion. If you are passionate about the technology that impacts our day-to-day lives and want to work with talented people across the globe, apply today! Seniority level
Mid-Senior level Employment type
Full-time Job function
Other Industries
Transportation, Logistics, Supply Chain and Storage #J-18808-Ljbffr
Join to apply for the
Senior Customer Success Manager, Delphix
role at
Perforce Software . This range is provided by Perforce Software. Your actual pay will be based on your skills and experience talk with your recruiter to learn more. Base pay range
$90,000.00/yr - $120,000.00/yr Perforce is a community of collaborative experts, problem solvers, and possibility seekers who believe work should be both challenging and fun. We are proud to inspire creativity, foster belonging, support collaboration, and encourage wellness. At Perforce, youll work with and learn from some of the best and brightest in business. Before you know it, youll be in the middle of a rewarding career at a company headed in one direction: upward. With a global footprint spanning more than 80 countries and including over 75% of the Fortune 100, Perforce Software, Inc. is trusted by the worlds leading brands to deliver solutions for the toughest challenges. The best run DevOps teams in the world choose Perforce. Overview
You are customer-focused and experienced at managing and growing customer accounts. You engage in strategic conversations focused on KPIs and success criteria to drive value and secure renewals. You are comfortable in renewal conversations including financial terms with a history of meeting renewal and expansion targets. You naturally possess a high level of empathy and pay attention to customers needs, helping them define and measure the value of the implemented solution. You can identify and mitigate risk, pull teams together to solve escalations, and establish yourself as a trusted advisor with any level of resources. You are able to converse effectively with technical customers, economic buyers, internal teams, procurement, and executives, and you identify and create new opportunities for growth with new customer departments. This position is remote but required to be on the west coast/timezone. Responsibilities Establish and maintain relationships with key decision makers within assigned accounts. Orchestrate relationships with assigned clients, defining value, increasing adoption, and securing retention. Partner with the Delphix Account Team (Regional Sales Managers, Solutions Engineers and Professional Services) to find opportunities for expanded usage of Delphix. Hold business discussions with the Economic Buyer to reinforce value realized from the Delphix solution and identify expansion opportunities. Act as the Delphix liaison for technical inquiries, issues or escalations, coordinating with Support, Product Management, Engineering, or others as needed. Ensure client reference ability to support the Sales organization in expansions and closing processes. Facilitate executive-level engagements such as value assessment and realization, product strategy and EBRs. Measure and monitor customer achievement of critical KPIs, reporting internally and externally. Identify and manage escalations for successful resolution by driving internal and external teams. Develop strategic account plans for 100% consumption and growth based on the customers short and long-term goals. Know the market and maintain knowledge of all key competitors. Identify new use cases and organizational contacts to expand on our customers realized value and organizational success. Be responsible for renewal, health, and risk forecasting and reporting on your client portfolio.
Requirements
Bachelors Degree in Business, Computer Science, Information Systems, related major, or comparable education and work experience. 8+ years of experience in account management/customer success in a software company. Experience negotiating and closing customer contracts (renewals & expansion). History of success as a customer success manager, consultant, pre-sales, account management, or equivalent. Track record of leading technical conversations and persuading others to take action based on requirements and value provided by solutions. Experience working in a development, testing or data management environment. Understanding of DevOps, Test Data Management, Agile, CI/CD and Masking. Must work within a team environment with sales, field services and delivery teams. Knowledge of customer success tools such as Gainsight and proficiency in creating PowerPoint presentations. Experience collaborating with Partners to drive customer success. Must be able to travel as needed.
Additionally, this position is eligible for benefits including medical, dental, vision, retirement benefits, life insurance, wellness programs, total time off, and other employee perks offered by Perforce. The actual offer will depend on factors such as education, skills, qualifications, depth of experience, and other relevant business considerations. Perforce reserves the right to amend or modify employee perks and benefits at any time. Perforce is an equal opportunity employer that values diversity and inclusion. If you are passionate about the technology that impacts our day-to-day lives and want to work with talented people across the globe, apply today! Seniority level
Mid-Senior level Employment type
Full-time Job function
Other Industries
Transportation, Logistics, Supply Chain and Storage #J-18808-Ljbffr