[Hiring] Principal Customer Success Manager @6sense

Role Description

Imagine a solution that will predict for your customers (with an 85% accuracy) who is going to buy, what they’ll buy, and when. As a Principal Customer Success Manager at 6sense, you’ll be an instrumental player to our growth as we build upon the success we’ve had delivering predictions for Fortune 500 customers. We will trust you to own our highest profile customer advisory relationships, drive technical competency, ensure rapid deployment to demonstrate measurable results and long-term customer value, and create a culture of customer success at 6sense.

Responsibilities

• Managing a book of our largest, global strategic customers.
• Working closely with global Enterprise customers to understand their business goals and objectives, ensuring 6sense is being adopted into their teams’ daily workflow, generating positive ROI, and growing lifetime customer value for 6sense.
• Establishing strong relationships with decision-makers and key influencers within each account in your book of business.
• Developing, executing, and maintaining strategic account plans and QBRs to drive business value and ROI.
• Forecasting, identifying risk, and maintaining a strong customer renewal rate and growth rate in partnership with the Account Executive team.
• Working closely with customer and internal teams to maintain visibility into product performance and customer feedback, clearly communicating and managing risk, proactively helping resolve issues promptly while minimizing customer churn.
• Becoming an expert on the 6sense predictive engine, including implementation, how use cases of 6sense connect to top business goals and requirements, and areas to expand use cases.
• Partnering with a 6sense technical CSM and Program Managers to manage customer onboarding, product rollout, and training.
• Being an advocate for customers’ product feature priorities internally within 6sense and aligning with the product team around driving product roadmap.
• Building customer advocates who will speak on behalf of 6sense as a reference and share success stories in 6sense events and content.
• Ability to juggle multiple projects, prioritize, and scale while having fun.

Qualifications

• 10+ years of Customer Success, Account Management, or Consulting experience, ideally from a high tech or SaaS company, where you developed strategies on assigned accounts to fully leverage technology solutions.
• 3+ years experience in high-touch Strategic or Enterprise Customer Success with a proven track record of meeting and exceeding targets.
• Experience working with global 1000 Enterprise customers with multiple stakeholders and managing success programs as the key advisor to global as well as regional customer organizations.
• Experience advising customers including CxOs on how to best use and adopt SaaS platform for faster Return on Investment (ROI).
• Experience working closely with B2B demand gen, marketing operations, sales operations, and analytics teams.
• Experience negotiating renewals and identifying and driving upsell opportunities.
• Have led projects from conception to closure and have experience leveraging and influencing internal resources to get things done.
• Familiarity with the marketing tech stack: Marketing Automation, digital marketing technologies, data providers, B2B digital media. Experience using Marketing Automation, CRM or related applications is a plus.
• Strong analytical and communications skills.
• BA/BS degree is required. Master’s degree is preferred.
• Ability to travel to customer site (~30%).

Additional Skills Desired

• 5+ years of experience using BI (Tableau, Domo, MicroStrategy), Marketing Automation (Marketo, Eloqua or Pardot) or CRM (Salesforce and Dynamics) platforms.
• 2+ years of domain expertise in one of the following industries: Communications, Media, High-Tech, Manufacturing, Healthcare, Life Sciences, Financial Services, Insurance or Retail is preferred.

Benefits

• Full-time employees can take advantage of health coverage, paid parental leave, generous paid time-off and holidays, quarterly self-care days off, and stock options.
• We’ll make sure you have the equipment and support you need to work and connect with your teams, at home or in one of our offices.
• We have a growth mindset culture that is represented in all that we do, from onboarding through to numerous learning and development initiatives including access to our LinkedIn Learning platform.
• Employee well-being is also top of mind for us. We host quarterly wellness education sessions to encourage self-care and personal growth.
• From wellness days to ERG-hosted events, we celebrate and energize all 6sense employees and their backgrounds.