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Full-Time

Principal Customer Success Manager

Posted on 6/27/2024

Zededa

Zededa

51-200 employees

Cloud-native edge management and orchestration

Data & Analytics

Compensation Overview

$203k - $225kAnnually

Expert

Houston, TX, USA

Category
Customer Success
Customer Success & Support
Customer Success Management
Strategic Account Management
Sales & Account Management
Required Skills
Sales
Communications
Management
Marketing
Requirements
  • 10+ years of experience in large scale deployments, Virtualization, Edge Networking and Security, Relevant Edge Applications for the corresponding verticals and ability to understand Cloud based SaaS offerings
  • Demonstrate industry recognized credibility in the O&G and Renewables, Industrial Automation, Retail and Automotive verticals. In addition, understand industry recognized credibility in the AI/ML space is a plus
  • Required education and degree type: BS in Computer Science/Engineering or related field. MS or higher preferred
  • Experience selling to large enterprises and enterprises in emerging markets
  • Strong organizational and time management skills, possesses a sense of urgency
  • Project a professional image and demonstrates business acumen, driven to succeed
  • Ability to interact effectively with senior business managers and C-level executives
  • Ability to travel up to 25-50% of time
  • Demonstrated ability to foster collaboration and coordination with personal distributed across multiple global sites
  • Highly data-driven with a dedication to following the process, ability to prioritize work within a demanding environment, and consistently delivering results
  • Extensive experience in identifying key customer stakeholders to engage and build relationships without direct supervision
  • Extensive experience in influencing teams across the organization to achieve desired customer outcomes
  • Extensive experience driving contract renewal motions as well as Upsell / Cross-sell engagements together with Sales
  • Passionate about driving and tracking a consistent engagement process with all supported customers
  • Excellent written and verbal communication skills as well as the ability to clearly articulate technical issues to both technical and non-technical audiences and to explain the impact in business terms
  • Positive, growth-oriented mindset
  • Thrives in a matrixed, team environment anchored by ZEDEDA’s company values
Responsibilities
  • Lead the company’s most strategic customer’s onboarding, adoption, expansion and renewal experience motions
  • Be the customers’ guide through the entire post-sales journey, and advocate in influencing ZEDEDA offering roadmap and improvements.
  • Develop a strong partnership with and become a trusted advisor to customer stakeholders, channel partners, and executive sponsors
  • Drive offering adoption by consulting them on when to expand their usage, adopt new functionality, and how to reduce time to value
  • Ensure contract renewals and expand upsell / cross-sell opportunities
  • Coach customers on how to establish and implement their Edge Computing Strategy
  • Develop and execute Success Plans to ensure customers realize the value of their ZEDEDA investment
  • Engage with dissatisfied customers on Get Well or Escalation Plans in order to address their pain points quickly and effectively
  • Gain a deep understanding of typical business challenges faced by our customers to appropriately map features in their Edge Computing environments, as well as provide proactive information, guidance, and support.
  • Drive customers’ subscription and service renewals on an ongoing basis and collaborate with internal teams to remediate customer concerns and ensure renewal readiness.
  • Establish relationships with customer executive sponsors, speaking on a frequent cadence to strengthen relationships while uncovering new service and solution opportunities.
  • Monitor key performance metrics like customer satisfaction, renewal rate, offering upsell/cross-sell revenue, reference-ability, adoption, consumption, and customer engagement - leverage these key metrics to build a strategic plan to address negative changes in the metrics.
  • Proactively engage Customer Support, Product Management and Engineering to monitor and resolve complex technical issues.
  • Deliver Executive Business Reviews (Technical Services Reviews, Business Reviews, etc..) with the support and involvement of the Account Team, Product Management, Engineering and other groups
  • Work closely with the rest of the Customer Experience organization (Professional Services, Operational Support) and other key leadership in the Sales, Marketing, Support, Product Management and Legal organizations in driving a friction-less customer experience

ZEDEDA provides a cloud-native edge management and orchestration solution, utilizing an open source OS and partner ecosystem to simplify the security and remote management of edge infrastructure and applications. The technology aims to make edge computing effortless, open, and secure, while reducing the cost of managing distributed edge infrastructure and applications.

Company Stage

Series B

Total Funding

$102.9M

Headquarters

San Jose, California

Founded

2016

Growth & Insights
Headcount

6 month growth

16%

1 year growth

26%

2 year growth

47%