主要客户成功经理
Major Customer Success Mgr
Uniti 是一家领先的光纤服务提供商，致力于在美国实现关键任务的连接。
凭借对客户服务、运营卓越和卓越网络能力的坚定承诺，Uniti 建设、运营并提供关键的基于光纤的通信服务，以连接并赋能个人和企业。
职位描述：
高级客户成功经理 - Uniti 负责建立和培养客户关系，并推动客户采用我们的产品和解决方案。
工作内容：
高级客户成功经理确保客户对服务满意，并实现其在 Uniti 投资的价值。该职位主动与客户互动，提供产品和功能更新，帮助客户提高产品功能的使用率，组织产品培训，并根据对客户需求的实时洞察，识别深化和扩展客户关系的机会。高级客户成功经理代表客户协调问题解决，并经常作为主要联系人，与其他团队协作以兑现客户的承诺。高级客户成功经理将在将客户迁移到先进的接入方式中发挥关键作用，并通过以解决方案为导向的思维，推动 SDWan 和 UCaaS 的更高采用率，这需要深入了解客户的独特技术需求和需求。高级客户成功经理将与所在共同地理区域的企业销售执行官密切合作。销售和客户成功团队将共同制定客户计划并优先考虑机会。该职位的关键方面包括：
· 主动接触精英和企业客户，开发有说服力的解决方案用例。
◦ 执行客户回访计划，确保正确的解决方案始终被关注。
· 与销售执行官合作，定义关键客户的策略和愿景。
◦ 深入了解客户的需求和挑战，以及 Windstream 产品如何为客户创造价值。
◦ 通过定期的主动沟通，培育和支持客户。
◦ 定期进行客户回访，建立信任，介绍产品和功能，在出现问题时进行干预，并持续实现高客户满意度。
◦ 根据对客户技术环境的深入实时了解，阐述有说服力的产品机会。
查看英文原文
Uniti is a premier insurgent fiber provider dedicated to enabling mission-critical connectivity across the United States.
With a steadfast commitment to customer service, operational excellence, and superior network capabilities, Uniti builds, operates and delivers critical fiber-based communications services to connect and empower people and businesses.
About the Role:
The Major Customer Success Manager - Uniti is responsible for establishing and building customer relationships and promoting customer adoption of our products & solutions.
What You'll Do:
The Major Customer Success Manager assures us customers are satisfied with services and are realizing the value of their investment in Uniti. The role proactively engages customers to provide product and feature updates, helps customers increase usage of product features, facilitates product training, and identifies opportunities to deepen and expand customer relationships based on real-time insights into customer needs. The Major Customer Success Manager also orchestrates issue resolution on behalf of the customer and is often the primary point of contact working with other teams behind the scenes to deliver on the customer’s promise. The Major Customer Success Manager will play a key role in migrating customers to advanced access methods and driving increased uptake of SDWan and UCaaS through a solution focused mindset based on a deep understanding of a customer's unique technical requirements and needs. The Major Customer Success Manager will partner closely with Enterprise Sales Executives within their shared geographic region. The joint Sales and Customer Success team will co-develop customer plans and prioritize opportunities. Key aspects of the role include:
· Proactively engage Elite and Enterprise accounts and develop compelling solution use-cases.
◦ Execute customer check-in schedules to ensure the right solutions are top of mind.
· Collaborate with Sales Executives on defining the strategy and vision for key customers.
◦ Build a deep understanding of customer needs and challenges and how Windstream's products can add value to the customer. ◦ Nurture and support customers through regular proactive engagement ◦ Conduct regular customer check-ins to build trust, introduce products and features, intervene where there are issues, and consistently achieve high customer satisfaction. ◦ Articulate compelling product opportunities based on a deep real-time knowledge of the customer technical environment and unique issues. ◦ Initiate opportunities and partner closely with Sales to ensure the Sales Executive is appropriately positioning such opportunities to drive tangible business value for the customer.
· Partner with Elite Care and Service Delivery to prioritize issues.
◦ Address the root cause of problems to improve the customer experience. ◦ Monitor customer health indicators and build personal relationships with customer stakeholders to flag and preempt issues before they put the customer relationship at-risk.
- Partner with Access Ops teams to prioritize advanced access conversions.
- Build logical product progression perspectives to ensure high rates of migration to advanced access and uptake of strategic products.
◦ Increase customer awareness of the benefits of conversions and facilitate the customer journey through the migration process. ◦ Provide product training to customer users and address issues that limit the number of users while monitoring customer satisfaction.
- Deliver on core Customer Success business KPIs.
- Drive high feature adoption and product usage.
- Deliver against time-to-first value targets.
- Drive high customer health scores.
- Maximize customer lifetime value and consistently translate customer knowledge into opportunities to deepen and expand the customer relationship.
The ideal candidate will have:
- Customer relationship skills and a solution focus
- Experience in expanding adoption at enterprise customers
- Understanding of value drivers in recurring revenue business models
- Understanding of the SD-WAN and UCaaS product suites and roadmap
- Data and technology orientation
- Technical ability to speak to customers.
- Cross-disciplinary collaboration skills
Minimum Qualifications:
- Bachelor’s degree and 9+ years professional level related experience or an equivalent combination of education and professional related experience.
- 3-4 years customer relationship management experience
- Experience in the technology or telecom sectors
- Track record of cross-disciplinary team collaboration, influencing and effective stakeholder management
- Ability to build compelling product use cases.
- Ability to effectively resolve complexity and overcome roadblocks to achieve tangible outcomes.
Desired Qualifications:
· Engineering or Business Degree with 5+ years of related experience.
Our Benefits:
- Medical, Dental, Vision Insurance Plans
- 401K Plan
- Health & Flexible Savings Account
- Life and AD&D, Spousal Life, Child Life Insurance Plans
- Educational Assistance Plan
Uniti is an equal opportunity employer. At Uniti, we celebrate the authenticity and uniqueness of our people and their ideas. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, genetic information, protected veteran status, current military status, disability, sexual orientation, marital status, creed, citizenship status, or any other status protected by law, and to give full consideration to qualified disabled individuals and protected veterans.
Actual base pay for this job will depend on the candidate's primary work location and other factors, such as relevant skills and experience.
Notice to Non-U.S. Citizens:Uniti, as a holder of licenses granted by the Federal Communications Commission, is required to notify and to obtain approval from federal regulatory agencies prior to granting certain system/network access to any non-U.S. citizen personnel. Offers of employment extended to non-U.S. citizens are contingent upon receiving the requisite approval from agencies overseeing compliance. Non-U.S. citizens are required to provide Uniti with the personal identifying information required to obtain the necessary approval prior to accessing certain systems and/or Uniti’s network. If you are not a U.S. citizen, please notify your recruiter or contact HR Legal as soon as possible for information on Uniti’s foreign personnel disclosure and approval requirements. Notice to Applicants: Depending on the position and its job functions, offers of employment may be contingent upon successful completion of certain pre-employment screenings, including but not limited to drug-screen, motor vehicle records check, or other pre-employment screening. All such screenings will be conducted by an external third-party with the Candidate’s written consent and in accordance with federal and state law. Refusal to authorize or submit to a required pre-employment screening may disqualify the candidate from employment. Any misrepresentation during the application or interview process may result in denial of employment, withdrawal of offer, or termination.
Originally posted on Himalayas