Senior Customer Success Manager - Central - Delphix

Perforce Software is a global leader in delivering solutions for the toughest challenges in software development. They are seeking a Senior Customer Success Manager to build strategic relationships with enterprise customers, ensuring they achieve long-term value from their investment and driving product adoption.

Responsibilities:

• Establish and maintain relationships with key decision makers within assigned accounts
• Orchestrate relationships with assigned clients, which will include: 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. This will include working with Support, Product Management (i.e. roadmaps), ENG 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’s achievement of critical and key performance indicators, reporting both internally and externally
• Identify and manage escalations for successful resolution by driving internal and external team action items
• Develop strategic account plans for 100% consumption and areas of growth based on customer’s short and long-term goals
• Know the market and maintain a good knowledge of all key competitors
• Identify new use cases and new organizational contacts to expand on our customer’s realized value and organization success
• Be responsible for renewal, health and risk forecasting and reporting on your client portfolio

Requirements:

• Bachelor's 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, technical 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 tool such as Gainsight and efficient in creating PowerPoint presentations
• Has worked successfully with Partners in collaborating on customer's success
• Must be able to travel at times