客户成功经理 - 商业 - 北欧地区
Customer Success Manager - Commercial - Nordics
客户成功经理 - 商业领域 - 北欧地区
职位概述和目标
主要职责和工作内容
管理使用 Arctic Wolf 的 CyberSOC 解决方案的一组企业客户。
通过咨询式销售技巧实现续约和扩展目标。
倾听客户意见，并向业务部门提供反馈。
确保客户满意度并完成季度账户评审。
代表管理层进行谈判，利用产品知识和对客户需求的了解，通过定位额外的 Arctic Wolf 服务产品进行交叉销售。
通过充分利用对 Arctic Wolf 服务产品和客户需求的深入了解，为客户提供建议，制定未来增长计划。
成功规划和优先处理大量活动和请求，以管理客户问题和请求，包括及时跟进请求，通过提问明确问题的根源和影响，比较和评估可能的行动方案以做出决策或建议，并理解使用场景，当可能时指导客户采用其他解决方案。
创建和管理自动化流程，有效预测和沟通有风险的客户；制定风险缓解计划以保留这些客户。
关键技能
需要具备灵活适应快速变化环境的能力。
具备技术素养，了解电子表格和 Salesforce 的使用。
对客户服务、业务质量和数据安全有极大的热情。
能够跳出常规思维，用激情、质量和承诺激励他人。
关键能力
最低资格要求
5年以上在销售岗位上取得显著成绩的经验，最好是在科技公司。
具有现场销售经验者优先
首选资格
工作环境和身体要求
工作主要是久坐性质，在办公室环境中可以坐着或站着完成。
需要能够使用键盘、口头沟通以及与需要视力敏锐度的设备屏幕一起工作。
如果在公司办公室工作，通常需要具备在空间内物理移动的能力。
如需商务旅行，需要具备使用公共交通和私人交通工具并到达必要地点的移动能力。
可能需要搬运或提起25磅以下的物品（例如办公椅、一叠纸）。
查看英文原文
Customer Success Manager - Commercial - Nordics
Position Overview and Objective
Primary Responsibilities and Duties
Managing a set of corporate customers who are utilizing Arctic Wolf’s CyberSOC solution.
Achieving renewal and expansion targets through consultative selling techniques
Listening to customers and providing feedback to the business.
Ensuring customer satisfaction and delivery of quarterly account reviews.
Negotiating on behalf of management using product knowledge and knowledge of customer needs to upsell by positioning additional Arctic Wolf service offerings.
Acting as an advisor to customers by leveraging solid domain and product knowledge of Arctic Wolf service offerings and customer’s needs to develop plans for future growth.
Successfully planning and prioritizing a high volume of activities and requests to manage customer issues and requests, including following through on requests in a timely manner, asking clarifying questions to determine the correct source and impact of issues, comparing, and evaluating possible courses of conduct to make decisions or recommendations and understanding use cases to coach customers to alternate solutions when possible.
Creating and managing automated processes to effectively forecast and communicate at-risk customers; build risk mitigation plans to retain such accounts.
Key Skills
The ability to be flexible and work in a rapidly changing environment is required.
Aptitude for technology, knowledge of spreadsheet and Salesforce utilization.
Fanatical devotion to customer service, business quality, and data security.
Thinks out-of-the-box and energizes others with passion, quality, and commitment.
Key Competencies
Minimum Qualifications
5+ years of demonstrated success in a sales role, preferably in a technology organization.
Field sales experience strongly desired
Preferred Qualifications
Environment and Physical Demands
Work is primarily sedentary in nature and can be executed sitting or standing positions in an office environment.
Requires ability to utilize technology related to using a keyboard, verbal communication, and work with device screens which require visual acuity.
If located in a company office, often requires the mobility to physically navigate the space.
In the event of business travel, mobility sufficient to utilize public and private transport and navigate to essential locations.
May include moving or lifting of 25 pounds or less (e.g., office chair, reams of paper).
Travel Requirements
Typically 10% or less of business travel
Exemption Status to be reviewed by Legal
Exempt
Security Requirements
Conducts duties and responsibilities in accordance with AWN’s Information Security policies, standards, processes, and controls to protect the confidentiality, integrity, and availability of AWN business information.
Each successful candidate will be required to pass a criminal background check and an employment verification as a condition of employment.
The base salary range for this job family is 28,200 to 63,000 GBP annually. This range reflects the base pay the company reasonably expects to offer for this position, aligned to the broader job family base pay structure. Actual base pay may vary based on skills, experience, and location, including job family level. In addition to base pay, Arctic Wolf offers variable incentive compensation, new hire equity grants, and a comprehensive benefits package.Originally posted on Himalayas