客户成功经理
Customer Success Manager
职位描述
这是一次独特的机会，加入一家快速发展的网络安全公司，该公司正处于保障人工智能驱动软件开发的最前沿。
Cycode 正在重新定义组织在人工智能驱动开发时代如何保障软件安全。我们的智能开发安全平台帮助企业在整个软件开发生命周期（从提示到运行时）中实现安全，通过人工智能治理、深度上下文分析和自主安全功能。
依托 Cycode AI 和 Maestro——我们的编排引擎，我们帮助组织识别真实风险，优先处理实际暴露点，并以人工智能的速度修复漏洞。Cycode 被全球财富 500 强企业所信赖，被公认为应用安全、软件供应链安全和 ASPM 领域的市场领导者。
自 2019 年成立以来，Cycode 得到了 Insight Partners 和 YL Ventures 等领先投资机构的支持，正在构建安全人工智能原生软件开发的未来。
我们正在寻找一位拥有卓越业绩记录的客户成功经理加入我们的客户成功团队。该职位向客户成功总监汇报，是团队中的战略成员。在此职位上，你将与财富 500 强公司合作，管理客户在整个客户生命周期中的关系，同时积极推动客户价值。你的主要目标是理解客户的痛点，帮助他们实现业务成果，利用你的经验以及 Cycode 作为领先的智能开发安全平台的能力，保障人工智能驱动开发时代的整个软件开发生命周期。要在这个职位上取得成功，你必须具备软件开发和/或网络安全方面的经验。你必须能够用技术和非技术的语言阐述技术。也就是说，你应该能够与 C 级高管进行战略对话，并与运维工程师进行技术深入探讨。
关键职责
- 作为客户的主要联系人，建立牢固的关系，确保他们使用我们的产品获得成功
- 管理多个客户账户，涵盖从中型企业和财富 500 强公司，涉及不同行业
- 理解客户的痛点、关键事件、业务目标和目的、成功指标以及期望结果，推动客户走向成功
- 为新客户提供入职支持；提高整个客户群体的产品采用率和使用率；确保及时续约，同时减少流失；并发现新增需求
查看英文原文
Description
This is a unique opportunity to join a fast-growing cybersecurity company at the forefront of securing AI-driven software development.
Cycode is redefining how organizations secure software in the age of AI-driven development. Our Agentic Development Security Platform helps enterprises secure the entire software development lifecycle, from prompt to runtime, through AI governance, deep contextual analysis, and autonomous security.
Powered by Cycode AI and Maestro, our orchestration engine, we help organizations identify real risks, prioritize actual exposure, and remediate vulnerabilities at AI speed. Trusted by Fortune 500 enterprises worldwide, Cycode is recognized as a market leader in Application Security, Software Supply Chain Security, and ASPM.
Founded in 2019 and backed by leading investors including Insight Partners and YL Ventures, Cycode is building the future of secure AI-native software development.
We are looking for a CSM with a proven track record to join our Customer Success team. This role reports to the Director of Customer Success and is a strategic member of our team. In this role, you will work with Fortune 500 companies to manage customer relationships throughout the customer lifecycle while actively driving customer value. Your main goal is to understand customers’ pain points and help them achieve business outcomes, leveraging your experience and Cycode’s capabilities as a leading Agentic Development Security Platform to secure the entire software development lifecycle in the age of AI-driven development. To be successful in this role, you must have experience in software development and/or cybersecurity. You must be able to articulate technology in both technical and non-technical terms. That is, you should be able to have strategic conversations with C-level executives and perform technical deep dives with operational engineers.
Key Responsibilities
- Serve as the primary point of contact for our customers, building strong relationships and ensuring their success with our product(s)
- Manage multiple accounts, from mid-sized enterprises through Fortune 500 companies, across different industries
- Understanding the customer’s pain points, compelling events, business goals and objectives, success measures, and desired outcomes, drive the customer to success
- Onboard new customers; increase product adoption and usage across your full customer base; ensure timely renewals while minimizing churn; and uncover additional opportunities for solving customer problems which lead to expansion
- Align with technical stakeholders and executive decision-makers within our customers’ organizations, and conduct activities like regular project calls, periodic business reviews (QBRs, EBRs, etc.) to continuously drive new value and demonstrate the existing value to drive that relationship through
- Act as a client advocate within the company by collaborating with internal teams, such as product development and customer support, providing feedback to help improve our product and services, and ensuring clients' needs are met
- Ensure clients are trained on the Cycode platform, educating them on how to best administer and optimize their usage of our platform to drive ROI and real business impact and receive ongoing support
- Proactively promote and educate customers on new features and capabilities added to the Cycode platform
- Capture and document the specific use cases, configurations, and other factors related to the customer’s instance of Cycode throughout the customer lifecycle
- Create advocacy and evangelism opportunities for customers
Requirements
- 5+ years of customer success or technical account management experience with enterprise software
- 5+ years of in the software development and/or cyber security industry
- Expertise in project management with experience managing Fortune 500 customers and/or complex projects that have achieved high customer satisfaction
- Experience managing at least $3M in ARR
- Strong technical acumen and high integrity, with experience in cybersecurity preferred
- Excellent interpersonal and communication skills, as well as excellent presentation skills with the ability to build strong relationships with clients and address client needs
- Strong problem-solving skills, with the ability to identify and address client needs
- Team player ready to help others
- Self-starter with intellectual curiosity
- Familiarity with Application Security (AppSec) concepts
- Familiarity with SCM tools like GitHub, GitLab, Bitbucket
- Familiarity with modern scripting and programming languages - advantage
- Experience working with Planhat as CSM CRM - advantage
- Working proficiency with Kubernetes - advantage
Originally posted on Himalayas