客户成功经理
Customer Success Manager
地点：印度-班加罗尔或德里（远程）
大想法。真实的人。
在Orca，当环境合适且团队合适时，人才没有界限。这种团队精神，加上我们不断追求高目标的动力，使我们迅速获得独角兽地位，并成为全球云安全创新领导者。如果你准备好加入一个每天激励彼此的优秀团队，现在就是找到你在我们小组中的位置的时候了。
我们正在寻找像你一样有动力、有才华的人加入我们的CS团队，以及我们改变云安全未来使命。准备好深入并和我们的小组一起游泳了吗？
亮点：
- 高速增长：过去七年中，我们持续实现了其他公司需要十年或更长时间才能达到的里程碑。在此期间，我们大幅增加了员工数量，扩大了客户覆盖面，并迅速提升了产品能力。
- 破坏性创新：我们的创始人发现传统安全方式不适合云，于是他们开辟了一条新路径。我们是不懈的先驱者，发明了无代理技术，并继续成为最全面和最具创新力的云安全公司。
- 资本充足：Orca估值18亿美元，是一家主导云安全领域的网络安全独角兽。我们得到了一支令人印象深刻的投资者团队的支持，包括Capital G、ICONIQ、GGV和SVCI，以及由CISO组成的财团，在进行尽职调查后用自己的资金进行投资。
- 尊重和透明的文化：我们的高管以对每个人保持可接触而自豪，并相信与员工分享知识。每位员工都有机会塑造我们行业的未来。
职位简介：
我们正在寻找一位高度积极、以业务为导向、有团队合作精神的人才，加入我们担任客户成功经理。在这个职位上，你将负责与客户合作，实现他们的安全目标，采用我们的解决方案，理解他们的投资价值，并扩展他们的产品使用范围。
你将负责：
- 管理所负责客户组合的整个客户旅程。
- 与客户成功工程师合作，识别并推动客户目标、操作化、成果和价值。确保技术赋能与客户目标相一致，并帮助他们实现自己的业务KPI。
- 制定并执行客户成功计划，推动采用和价值创造。
- 成为客户的可信顾问，沟通
查看英文原文
Location: India-Bangalore or Delhi (Remote)
Big Ideas. Real People.
At Orca, in the right environment and with the right team, talent has no boundaries. This team spirit, together with our drive to always aim high, has quickly earned us unicorn status and turned us into a global cloud security innovation leader. So if you’re ready to join an amazing team of people who inspire each other every day, now is the time to find your place in our pod.
We’re looking for driven and talented people like you to join our CS team and our mission to change the future of cloud security. Ready to dive in and swim with our pod?
Highlights:
- High-growth: Over the past seven years, we’ve consistently achieved milestones that take other companies a decade or more. During this time, we’ve significantly grown our employee base, expanded our customer reach, and rapidly advanced our product capabilities.
- Disruptive innovation: Our founders saw that traditional security didn’t work for the cloud, so they set out to carve a new path. We’re relentless pioneers who invented agentless technology and continue to be the most comprehensive and innovative cloud security company.
- Well-capitalized: With a valuation of $1.8 billion, Orca is a cybersecurity unicorn dominating the cloud security space. We’re backed by an impressive team of investors such as Capital G, ICONIQ, GGV, and SVCI, a syndicate of CISOs who invest their own money after conducting their due diligence.
- Respectful and transparent culture: Our executives pride themselves on being accessible to everyone and believe in sharing knowledge with the employees. Each employee has a place in shaping the future of our industry.
About the Role:
We are looking for a highly-motivated, business-focused, demonstrated team-player to join us as a Customer Success Manager. In this role, you will be responsible for partnering with Customers to meet their security objectives, adopt our solution, understand the value of their investment, and expand their product footprint.
What You'll Do:
- Managing the entire Customer Journey for an assigned portfolio of Customers.
- Partner with Customer Success Engineers to identify and drive customer objectives, operationalization, outcomes and value. Ensuring that technical enablement ties to customer goals and helps them achieve their own business KPIs.
- Define and execute Customer Success Plans that drive both adoption and value.
- Be a trusted advisor for customers, communicating upcoming product changes, enhancements, and serving as an internal voice of the customer.
- Work with customer stakeholders, executive sponsors, and partners to drive business value and expansion. Build strong relationships within all levels of the organization from the practitioner level all the way up to the C-suite. Proactively reach out to other BUs and executives to expand Orca’s footprint.
- Identify risks, manage escalations, and collaborate cross-functionally within Orca.
- Lead Executive Business Reviews (EBRS) & Quarterly Business Review (QBRs).
- Own Customer renewal opportunities and partner with Account Executives on Customer Expansion opportunities.
- Contribute to defining and bringing maturity Customer Success Playbooks, Journeys, and Best Practices.
- Become proficient in CS and Sales tools required to perform the role: e.g. Salesforce, Clari, ChurnZero, Google Workspace, Slack, etc.
- In your day to day with customers, you are the owner of the relationship, meaning that you understand your customer use cases, business outcomes, feature requests, escalation points, and key players at all times.
What We're Looking For:
- Bachelor's degree or equivalent work experience.
- 5+ years experience in customer success, account management, engagement management, or pre-sales roles related to driving positive customer outcomes and adoption.
- 5+ years of experience working with Cloud Security, CyberSecurity, or SaaS products.
- Ability to communicate, operate and communicate in various organizational levels both internally and externally.
- Knowledge of modern Cloud Infrastructure providers such as AWS, Microsoft Azure, Google Cloud.
- Knowledge of and experience working in the Cloud Security industry.
- Familiarity with cloud technology and environments, along with the benefits and security challenges of working in the cloud.
- Thrive in a fast pace, dynamic environment.
- Excellent written, verbal communication skills, & problem-solving skills.
- A passion for creating and maintaining relationships, while working in a tight-knit community culture.
- Ability to manage competing priorities.
- Passion for driving customer success that results in renewals, upside, and retention.
- AI proficiency.
- Ability to travel 30%
Originally posted on Himalayas