Strategic Customer Success Manager

Confluent - Honolulu, HI

Full-time - Mid Level

Honolulu, HI

Publishing Industries

About the position

The Strategic Customer Success Manager (SCSM) at Confluent is a pivotal role designed to drive customer success, retention, and expansion within our Enterprise accounts. This position is integral to ensuring that customers fully leverage the Confluent Portfolio and its product capabilities. The SCSM will engage proactively with account teams across the portfolio, focusing on meeting and exceeding quarterly retention targets. This involves not only ensuring that renewal activities are completed in collaboration with the sales team but also identifying new use cases and managing projects to ensure they go live successfully and generate consumption. In this role, the SCSM will be responsible for identifying areas of account risk and escalating these issues internally to mobilize the necessary resources for prompt resolution. Collaboration with the sales team is essential to explore expansion, upsell, and additional service opportunities within accounts. The SCSM will act as an advocate for customers, facilitating engagement with various Confluent resources, including Customer Operations, Customer Success, Sales, and Sales Engineering, to ensure ongoing customer success. The SCSM will guide adoption practices aimed at increasing value realization and decreasing time-to-value from Confluent’s solutions. This includes driving cross-functional programs and services that enhance usage, adoption, satisfaction, customer health, and the likelihood of recommending Confluent. Regular touchpoints with existing customers will be crucial to maintain proactive communication, including Quarterly Business Reviews and other engagements. Additionally, the SCSM will deliver onsite presentations to executive audiences, covering topics such as onboarding, quarterly reviews, and consumption reporting, to drive business value realization. Building and maintaining relationships with key users and decision-makers at assigned customers is essential, ensuring they remain connected to the value added by our products through routine reports and presentations. The SCSM will also serve as a trusted advisor, nurturing customers to become strong advocates for Confluent, while contributing to the continual improvement of best practices for engagement and renewal to meet long-term customer satisfaction goals.

Responsibilities

• Meet/exceed quarterly retention targets by proactively engaging with account teams across the portfolio and ensuring renewal activities are completed along with the sales team.
• Identify new use cases, build high-level project plans, and help manage those projects to successfully go live and produce consumption.
• Proactively identify areas of account risk and escalate internally to engage and garner pertinent resources across disciplines to document and execute a get-well plan for prompt resolution.
• Identify and collaborate with the sales team regarding expansion, upsell, and additional service/support opportunities within accounts.
• Advocate for customers and facilitate the engagement of other Confluent resources to ensure ongoing customer success.
• Guide adoption practices with the goal of driving increased value realization and decreased time-to-value from Confluent’s solutions.
• Drive cross-functional programs and services across the existing account base that will grow usage, adoption, satisfaction, customer health, and likelihood to recommend Confluent.
• Meet and exceed touchpoint goals for existing customers to ensure proactive cadence.
• Deliver onsite presentations to an Executive audience to drive business value realization and alignment.
• Support and maintain relationships with key users and decision-makers at assigned customers, keeping them connected to value being added by our products through routine reports, presentations, and outreach.
• Act as a trusted advisor to develop and nurture customers to become strong advocates on behalf of Confluent.
• Work across the organization as the customers' champion to advocate for their needs and ensure company alignment in support of existing account base.
• Contribute to continual improvements to our best practices for engagement, value-add, and renewal to meet long-term customer satisfaction and renewals goals.
• Increase customer executive engagement and help arrange for executive invites to headquarters, marketing, and customer engagement events.

Requirements

• 8+ years B2B experience in account management, sales or consulting role with proven results within global, high-growth, technology companies.
• SaaS sales/support model experience with focus on Product-led and Consumption-based sales model.
• Demonstrative track record of building executive level relationships internally and externally and producing key artifacts to aid in communications.
• Advanced written and verbal communication skills and proven facilitation capabilities.
• Project management understanding and experience desired; familiarity with project management tools, such as Asana.

Nice-to-haves

• Tableau, Salesforce, Gainsight and other reporting/customer experience tools and experiences are preferred/valued.

Benefits

• Competitive pay and benefits in line with industry standards.
• Annual estimated salary of $121,300 - $142,560.
• Competitive equity package.
• Eligibility for additional commission and/or bonus pay.