Customer Success Manager

Job Description:
Role & Responsibilities:

The Customer Success Manager will be responsible for the support and service delivery for a fast-growing Software ecosystem with the following key Responsibilities:

- Develop and incubate software strategies and articulate them within a technical and business framework for existing strategic EXFO customers

- Monitor usage analytics to identify underutilization and proactively deliver targeted training and best practices.

- Work closely with product/sales leadership to implement and execute strategies to developing expansion business growth for EXFO ’s Platform Ecosystem Solution – SaaS

- Provides system-level consulting expertise to design performance solutions for named service providers.

- Work cross-functional with multiple business units and solution teams to leverage existing products and create segment-specific solutions.

- Responsible for collaborating with delivery services, reviewing scoping and service deal development in partnership with the delivery teams.

- Interface with existing strategic customers to solidify expectations of performance and growth of EXFO ’s software Platform end 2 end solutions

- Proactively track customer health data across complex corporate structures to eliminate churn and secure high-value contract renewals.

- Align EXFO Product Management team with target accounts and engage customers in roadmap decisions to align with upcoming customer requirements

- Coordinate with Product/Sales management teams to align EXFO software Platform end 2 end solutions to the needs of the customers to affect significant process changes that impact customers’ business metrics

- Provide competitive intelligence – feature set, road map, pricing information to product management teams

- Work with BU direction to optimize software solution pricing and offer

- Work closely with sales and BU director at leveraging EXFO ’s partner network for the deployment of cloud products and services.

- Identify and attend tradeshows and other business functions to keep abreast of developments in the marketplace, to find potential new business opportunities, and to market Solution

- Create an effective annual business plan that directly supports the strategic and financial goals of the business

- Work closely with sales, marketing, development, customers and prospects to set the software strategic direction and overall product positioning

- Planning, developing and working with the marketing communications team on the execution and sustainment for all elements of software go-to-market initiatives: product launches, market research & analysis, outbound messaging, value propositions, differentiation and thought-leadership communications activity

- Ensuring that technological resources meet the company's short and long-term needs.

- Outline the goals for research and development.

- Creating timelines for the development and deployment of all technological services.

- Acting as a mentor to team members while training key sales members on the software technology.

Requirements:

- Working knowledge of cloud-based solutions and applications

- Understanding of engineering data pipelines, cloud-based analytics, and common test frameworks or automation scripting tools. Deep familiarity with Test & Measurement workflows, hardware validation and automated test equipment.

- Excellent leadership and communication skills, strong business acumen and collaborative skills with internal/external business partners and customers

- Minimum 3 years of customer success, technical account management, or application engineering experience handling complex, multi-site B2B accounts.

- Excellent communication skills to lead strategy and development of new business pitches and presentations

- Prioritization and alignment of multiple goals and objectives

- Maturity and comfort level interacting with senior executives both internally and externally

- Self-starter with the ability to communicate and interact with people at all levels, including executive levels, both external and internal to EXFO

- Strong planning, organizational and prioritization skills

- Demonstrates strong judgment and analytical skills

- Innovative problem solver

Education: Bachelor’s degree in information technology.

Experience: Minimum of 3 years in Customer Success role, technical account role or similar position handling complex multi-site B2B accounts.

EXFO is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

Originally posted on Himalayas