The Role
Reporting to the Regional Manager of Customer Success - West, the Customer Success Manager (CSM) will act as the main point of contact and interface with existing customers. This individual will have a core focus on post-sale relationships, with a main focus on upselling/cross-selling, including enablement, service performance, renewals, and supporting the overall customer experience.
They’ll be accountable for driving both incremental sales and retaining existing revenue by proactively reaching out to customers and introducing them to new product enhancements, service developments, pricing initiatives and other benefits of the Megaport proposition.
The position will sit within the wider Integrated Accounts Team, working closely alongside a Direct Sales Executive and Solutions Architect in the Pacific Northwest region. The CSM plays an integral role on the team, and ultimately, they’ll be responsible for providing ongoing commercial interaction for a designated customer base, aiming to expand, retain, and develop increased value from this nominated account list.
What You’ll Be Doing
As part of the Integrated Account Team, this role will collaborate with Direct Sales Executives and Solution Architects to drive, grow and retain targeted revenue from our existing customers, focusing on supporting the overall customer experience.
Proactively drive the renewal process across a wide base of customers and Increase long-term revenue potential by converting customers on month-to-month to term subscriptions at renewal.
Act as a trusted advisor to existing customers, focusing on initial onboarding and enablement, to ensure quick time to value as well as providing information about Megaport enhancements, new products and ecosystem partners.
Be responsible for proactive, sequenced outreach communications across a large base of customers driving further adoption, solution awareness and opportunities to engage with Megaport and our partner community.
Champion customers throughout their entire customer journey, including facilitating the resolution of customer-related issues and concerns from a Commercial and Sales standpoint, and understanding how we can add more value.
Nurture the nominated customer base, identifying key targets and operating an engagement strategy, based on opportunity and the customer vertical market or needs
Report on and analyze customer experience by understanding customer needs, and communicating trends to the wider Megaport team. Report growth opportunities through pipeline updates with SFDC updates.
Maintain in-depth knowledge of Megaport products and solutions and be able to propose and demonstrate these to the customers, whilst being aware of rival services or products. Maintain and share a value add opinion on Megaport and where we fit in the customer's ecosystem.
Review with management to understand key objectives and execute tasks that are aligned with the goals of the business; which will flex per the business focus or plans.
Collaborate with Sales and Marketing teams on campaigns and strategies for revenue growth.
Acting as a subject matter expert you will evaluate customer feedback and make recommendations to continually align and improve processes that provide visibility and an understanding and measurement of business performance against targets.
Collaborate with other departmental teams (Finance, Operations, etc.) in helping to resolve challenges impacting the customer’s service experience.
What We Are Looking For
3+ years experience within the Enterprise software market or Internet/Telecommunications industries.
3+ years experience in an Account Management or Customer Success role.
Proven ability to work in a fast-paced technical environment, with multiple tasks or goals.
Strong verbal and written communication skills, as well as the ability to collaborate and work effectively across internal and external organisations.
Demonstrable ability to identify customer needs, appreciate and understand the customers’ service issues, or “pain points”, and present a suitable solution.
Ability to deliver revenue results and operate in a consultative-based selling approach.
Ability to work with the wider Megaport teams to focus on revenue generation and results.
Maintain records, reports and data as per the Megaport models, with a focus on revenue retention from the existing agreed customer list.
Strong verbal and written communication skills are a must, as well as the ability to work effectively across internal and external organisations.
Experience in proposing or deploying cloud and virtualised compute solutions in enterprise customer environments is highly desired.
What We Offer
Flexible working environments
Birthday Leave
Generous study and training allowance + 5 days paid study leave
Creative, fun, and contemporary workspaces
Motivated team of industry experts and new talent
Celebrated success with ‘Legend’ and ‘Kudos’ Awards
Health and wellness program
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Megaport San Francisco, California, USA Office
351 California Street, Suite 800, San Francisco, California, United States, 94104
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