Customer Success Manager @ Contrast Security

Contrast Security Named One of the Hottest Cybersecurity Companies in the 2024 Citizens JMP Securities LLC Cyber 66 Report

Contrast recognized for its innovation in Runtime Security

Contrast Security is the world’s leading provider of security technology that enables software applications to protect themselves against cyberattacks, heralding the new era of self-protecting software. Contrast’s patented deep security instrumentation is the breakthrough technology that enables highly accurate assessment and always-on protection of an entire application portfolio without disruptive scanning or expensive security experts. Only Contrast has sensors that work actively inside applications to uncover vulnerabilities, prevent data breaches, and secure the entire enterprise from development to operations to production.

About the Position

As a Customer Success Manager, you will be responsible for the overall success of our scale portfolio of customers. You will lead customers’ value realization journeys, coordinating a cross-functional team that spans Sales, Services, Support, Engineering, Product Management, and others. To become a trusted advisor, you must become a subject-matter expert on Contrast’s products, use cases, and application security best practices.

Responsibilities

Operational Excellence: Follow the Scale practices and strategy for each customer based on customer needs and product satisfaction. Ensure smooth handoffs from sales to onboarding and from onboarding to business outcomes, adhere to processes and procedures laid down, and maintain data integrity in recording systems
Customer Intimacy: Engage 1:1 with targeted customers at key points in the customer journey to ensure the adoption of Contrast’s products and potential growth. Cultivate relationships with executives and key stakeholders to ensure a successful long-term business partnership and become an expert on your customers’ deployment of Contrast
Customer Outcomes: Facilitate the setting of business outcomes and measurable objectives with the customer
Onboarding: Deliver and communicate Contrast value to the initial application teams supporting the initial value goals
Adoption: Ensure customers are adopting Contrast and receiving the anticipated results and value and help customers evangelize and roll out Contrast throughout their organization
Advise: Share best practices and recommend solutions to meet changing customer requirements and emergent problems
Monitor: Regularly review adoption and usage trends and work closely with customer and Contrast teams to address adoption blockers
Escalation Management: Liaise with Engineering, Product Management, and Sales to quickly remedy accounts in red status
Advocacy: Develop and maintain Contrast advocates for references, case studies, etc., and bring intelligent product feedback and recommendations from customers back to the Contrast Product team
Prioritization: Juggling multiple accounts and activities simultaneously with attention to detail
Knowledge: Remain up to date on Contrast product features and developed use cases to drive customers to best practice standards
Cross-Functional Support: Partner with renewal and sales specialists to help ensure renewal and expansion opportunities are identified and closed successfully
Collaboration: Contribute to the development of industry-leading processes and best practices for delivering application security to scale customers

Qualifications

5+ years of experience working as a CSM at a B2B SaaS company
5+ years of experience working with complex application security technology products and/or continuous integration environments
3+ years of experience working on SMB/Scale accounts (with ASP <$100k) with demonstrated experience in managing different (multiple) accounts at different stages in the customer life cycle
Knowledge of CI tools such as Jenkins
Solid understanding of modern SDLC and software engineering practices, including Agile, CI/CD, and DevSecOps
High prioritization skills and process orientation
Knowledge of application security and application security vulnerabilities and an understanding of the security market preferred
Background in multiple disciplines is a plus: sales engineering, business consulting, project/program management, business operations, software development and deployment
Demonstrated exceptional customer focus and bias for action, as well as the ability to translate customer business issues and goals and issues into actionable plans and solutions
Demonstrated ability to adapt to new technologies and learn quickly
Exceptional verbal and written communication skills, including the ability to lead and facilitate meetings and presentations, create content for documentation deliverables
Demonstrated experience with these types of engagements with customers:

Executive business reviews

Training

Creating structured programs to drive adoption

Creating and executing against success/project plans

Positive engagement based on insights from data

Influence change in organizations

Comfortable in a fast-paced environment
Process-focused, with strong problem-solving ability -- always looking for smarter, better ways to achieve a goal
At ease demonstrating product functionality; ability to provide a comprehensive overview of key business use cases
Exercises listening and taking a thoughtful approach to address customer pain points
Ability to take initiative and adapt
A bachelor’s degree or significant relevant business experience is required. Business or technical degree preferred

We are focused on building a diverse and inclusive workforce. If you’re excited about this role, but do not meet 100% of the qualifications listed above, we encourage you to apply.

What We Offer

Salary and Other Compensation

This position’s standard base pay range is $100,000 - $140,000 annually. This position is also eligible for a VCP and equity package subject to the terms of the Company’s applicable plans. When determining a candidate’s compensation, we consider several factors: geography, skill set, experience, job scope, and current market data.

Benefits

Contrast Security offers the following benefits for this position, subject to applicable eligibility requirements: Medical Insurance, Dental Insurance, Vision Insurance, 401(k) Retirement Plan with Employer Match, Life Insurance, Long Term Disability Insurance, Short Term Disability Insurance, Transit, and Commuter benefits, Flexible PTO, 56 hours of Annual Sick time, Paid Parental Leave and Paid Holidays.

Disclaimer

The salary, other compensation, and benefits information are accurate as of the date of this posting. The Company reserves the right to modify this information at any time, subject to applicable law.

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We are changing the world of software security. Do it with us.

We believe in what we do and are passionate about helping our customers secure their business.

If you’re looking for a challenge and want to enjoy where you work, you’ll love Contrast Security.

Contrast Security is committed to a diverse and inclusive workplace. We are an equal-opportunity employer, and our team is comprised of individuals from many diverse backgrounds, lifestyles, and locations. At Contrast, we strive to build diverse teams that reflect the people we want to empower through our products. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. Equal Opportunity is the Law, and Contrast is proud to be an equal-opportunity workplace. If you have a specific need that requires accommodation, please let a member of the People Team know.

By submitting your application, you are providing Personal Information about yourself (cover letter, resume, email address, etc.) and hereby give your consent for Contrast Security, Inc. and/or our HR-related Service Providers to use this information for the purpose of processing, evaluating and responding to your application for current and future career opportunities. If you are a resident of the European Economic Area or are applying for a position in the European Economic Area, Contrast’s Privacy Statement reflects our policies around compliance with the General Data Protection Regulation (“GDPR”) and your rights respective to GDPR as a California resident, you are entitled to certain rights under CCPA: The California Consumer Privacy Act of 2018 (“CCPA”) will go into effect on January 1, 2020. Under CCPA, businesses must be overtly transparent about the personal information they collect, use, and store on California residents. CCPA also gives employees, applicants, independent contractors, emergency contacts, and dependents (“CA Employee”) new rights to privacy.

Recruitment Agencies: Although we value the services you provide, at this time, we are only accepting resumes from agencies, headhunters, or other suppliers who have signed a formal agreement with us.

Customer Success Manager

Contrast Security

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