The SailPoint customer success team take responsibility for our customer journey and value realised from our platform, striving for positive business results for our customer and continued loyalty for SailPoint. Due to continued growth in our business, we have a new opening for a Customer Success Manager (CSM) in the UK!
A CSM is responsible for overall client retention and advocacy, building and sustaining long-term business relationships between SailPoint and assigned client accounts. This role serves as an advisor and business consultant for multiple accounts by helping our clients achieve success through the use of SailPoint’s product and services.
This role is all about ensuring tangible value realisation through verified outcome delivery, and is not a quota carrying sales position, and represents a great opportunity for the right candidate to join our business, and grow as a professional in line with our wider strategy.
Description:
Manage a successful business relationship between SailPoint and assigned client accounts; benchmarked on the achievement of a fixed number of Verified Outcomes and Retention
Compile clear, time-boxed plans/engagement models to ensure delivery of a successful identity security program over time
Monitor accounts for change in solution/product usage, personnel, goals, mission, financial conditions, competitor involvement and other areas that could have an effect on the clients’ ongoing use and/or satisfaction with SailPoint’s products and services
Provide coaching and advice to clients on the use of SailPoint’s solutions for identity management, compliance, role management, and access request management; develop insights into the challenges faced by client organisations and provide recommendations based on an in-depth understanding of how the SailPoint platform solves those problems
Interfacing with delivery partners on project statuses, compiling mutual plans in advancement
Provide strategic updates on clients’ performance to SailPoint Senior Management, plus additional functions
Identify new opportunities for expanding SailPoint product/service usage to maximise client success and SailPoint revenue growth
Ensure customer renewal and retention for SailPoint
Cultivate additional SailPoint Advocates within assigned customer base
Requirements:
Bachelor’s degree or equivalent work experience
Strong customer facing skills, with a highly professional demeanour
Strong consulting skills. Ability to gather and analyze information and produce strategic insights into clients’ organisational and technical challenges
Ability to communicate technical details to a non-technical audience
Ability to set and communicate expectations, skill in mediation
Must be highly organised and able to define structure with multiple stakeholders
Ability to build lasting relationships based on trust
Takes ownership of challenges, aligning with necessary subject-matter expertise to mitigate
Self-motivated, strong work ethic, creative, customer-centric personality
Advantage: Any experience in outcome/requirements formulation, or project management/delivery planning
The path to success
Within the first 30 days:
SailPoint Overview: Learn about the company’s history, mission and core values
Product / Service Offering: Learn the SailPoint pitch
Meet the team: Introduce yourself to key stakeholders such as regional leaders, your team, AEs, marketing, channel, support, professional services, etc
Mentorship: Meet your onboarding buddy and set up regular meetings & 1:1s with your manager
Tools: Familiarize yourself with the tools provided, such as Salesforce, Gainsight, Tableau, ServiceNow, etc.
60 days:
Enablement: Complete revenue org onboarding enablement, role specific enablement, SailPoint certifications, and all assigned compliance / security tasks
Shadowing: Shadow CSMs on customer meetings
Portfolio: Review your assigned customer portfolio, familiarise yourself with the customer success plans, conduct internal handovers with AEs/CSMs to understand each customer’s objectives and opportunities
Customer Meetings: Conduct introduction sessions & schedule regular meetings with your customer base
90 days:
Renewals: Accurately forecast renewals, identify & mitigate risk, and work with Renewals Managers, AEs and Partners to close renewals on time
Revenue Generation: Uncover opportunities for upsell/cross-sell based on customer utilisation and expanded use cases
Customer Advocacy: Build customer champions through the SailPoint Admirals Program, case studies, and customer speaking opportunities for user groups
Continuous Learning: Stay up to date on new information distributed to the team, product roadmaps, thought leadership and industry trends
Feedback: Actively seek and incorporate feedback from peers, mentors and management
Travel:
Estimated from 10% to 25%
SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law.
Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact [email protected] or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations. NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.
Top Skills
SailPoint London, England Office
45-157 St John Street 2nd Floor, London, United Kingdom, EC1V 4PY
