The Customer Success Manager LATAM is responsible for overall client satisfaction and referencability, building and managing long-term business relationships between SailPoint and assigned client accounts. This role serves as a customer advocate 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 client satisfaction and is not a quota carrying sales position.
Description:
Manage the business relationship between SailPoint and assigned client accounts; responsible for overall client satisfaction
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 organizations and provide recommendations based on an in-depth understanding of how IdentityIQ and Identity Security Cloud solves those problems. Proactively share best practices
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 strategic updates on clients’ performance to SailPoint Senior Management; provide regular status updates to account teams and Sales Managers
Identify new opportunities for expanding SailPoint product/service usage to maximize client success and SailPoint revenue growth
Ensure maintenance contract renewal
Track customer connection and data through Salesforce and Gainsight
Requirements:
Strong customer facing skills (executive presence, writing skills, phone skills) demonstrating a highly professional demeanor
Strong consulting skills with the ability to gather and analyze information and produce strategic insights into clients’ organizational and technical challenges
Communicate technical details to a non-technical audience
Foster credibility with a technical audience
Set and communicate expectations; skill in mediating and resolving problems
Must be highly organized and able to prioritize and process a number of tasks concurrently
Build lasting relationships based on trust
Take ownership of customer issues and drives to resolution
Self-motivated, strong work ethic, creative, customer-centric personality
Within the first month:
You will be trained on internal SailPoint processes and products and join other CSMs on customer calls. Within 4-7 weeks, you will have customer introductions as the point of contact and familiarize yourself with different departments like support, product management, development, and sales on behalf of the customer. You will have demonstrated responsiveness and accountability to customers.
Within 3 months:
You will have received 1/3 or more of your book of business and have guided customers towards identity objectives through recurring touch point meetings. You will have gathered a high-level understanding of the product portfolio, the value proposition, and how customers are using products.
Within 1 year:
You will have successfully received your entire book of business and all accounts while identifying referenceable customers. You will have conducted executive business reviews for clients and identified and remediated accounts at risk of churn. You will have created success plans for all your accounts to drive product adoption, utilization and ROI. Efforts will be focused to reduce churn risk and secure product expansion and renewals.
Education:
Bachelor’s degree or equivalent work experience
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 hr@sailpoint.com or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations.
