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Senior Customer Success Manager - West

Abnormal Security

Abnormal Security

Customer Service, Sales & Business Development
United States · Remote
Posted on Thursday, May 23, 2024

About the role

As a Sr. CSM, you are passionate about and have a world-class track record of creating and sustaining happy, referenceable strategic customers that realize full value from the platform and partnership. You have an exceptional ability to establish and nurture stakeholder relationships and align on value objectives and results, acting as the customer's trusted advisor.

Acting as the primary interface between the customer and the internal teams at Abnormal, you are adept at: ensuring clear, measurable success criteria is established and attained, driving adoption of platform best practices to optimize ROI, educating on new/upcoming features (which may qualify cross/upsell opportunities), anticipating and proactively de-escalating issues with scalable solutions, and maintaining a feedback loop for key product enhancements / improvement requests.

In this job, you will bring these skills

  • 8+ years experience in an enterprise CSM capacity, with 10+ yrs. experience in an enterprise SaaS product support environment
  • Strong experience with building and developing long-lasting executive-level relationships (including with CISO’s and CIO’s) at F500 companies, along with providing an outstanding overall customer experience (measurable in the form of an achieved health score, account retention/growth rate, and % referenceable customers)
  • Experience managing a book of business approaching or exceeding $10M ARR, with $1M ARR accounts within it requiring intensive engagement and advanced planning around value assessment, strategic roadmap and feature request alignment, budgeting, and resourcing / engagement models
  • Action-oriented, with the ability to quickly assess and integrate inputs across functions (Support, Product, ENG) and turn into a scalable solution and clear customer narrative
  • Soft skills oriented towards developing and retaining a customer’s trust and de-escalating their issues (i.e., turning escalations into positive experiences based on the quality of our response)
  • Strong analytical and organizational skills, with the ability to understand and review the financial return or ROI on the customer’s investment
  • Strong written, spoken, and presentation skills, with the ability to communicate effectively with all levels of the organization - both internally and externally
  • Proven ability to introduce and review new product features, best practices, and follow up with customers to advance desired platform adoption/usage
  • Strong technical troubleshooting skills (i.e., previous support or SE experience), and an ability to collaborate, coordinate and escalate issues within a team of product support professionals
  • Previous experience with Internet and networking technologies and products, including email security products
  • Well versed with using case management systems and CRM’s (e.g., SFDC / JIRA)
  • Bachelor of Science in Computer Engineering/ Computer Science, Electronics and Communications Engineering or non-graduates with good communication skills, strong technical knowledge or similar work experience required