Kuraray America, Inc.
Digital Customer Success Management Manager - Modern Work & Security
Kuraray America, Inc., Atlanta, Georgia, United States, 30383
About the Role
In Small, Medium, Corporate (SMC) and Digital Sales, we aim to empower our customers through the unique value of the Microsoft cloud by building a globally-led, digital-first scale organization. As part of local subsidiaries or Digital Sales centers worldwide, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement.As a Digital Customer Success Management Manager - Modern Work & Security, you will lead a team working with Direct Microsoft Customers across their Modern Work solutions, serving as their main point of contact to help realize their current solution’s value and drive incremental value through new Security and Teams focused solution selling.Responsibilities
Customer Consumption:
Lead team to increase customer consumption by delivering solutions that drive Modern Work Security incremental revenue, seat adds, and product usage within their customer portfolios. Mitigate customer churn by driving adoption of existing Modern Work Investments.Customer Technical Environment:
Coach team to deliver demos and support customers with their technical product needs.Meet or Exceed Business Targets:
Achieve or exceed consumption and churn prevention targets, ensuring pipeline hygiene. Accurately forecast, assess risk, and identify exceptional performance plans in weekly deal and pipeline reviews with senior management. Report on monthly, quarterly, and annual targets and deliver competitive business insights, trends, and analysis to drive ongoing performance improvements.Build Diverse and Inclusive Team:
Build a team that is diverse and inclusive, developing CSM proficiency in the core capabilities and skills required for their role. Guide career development and role model Microsoft Leadership Principles and Practices.Drive Customer Outcomes:
Improve sales and technical competency via mentoring, support individual professional development and growth. Impactfully engage and remove roadblocks on customer calls with your CSM team.Qualifications
Required/Minimum Qualifications:Bachelor's Degree in Business Management, Information Technology, Computer Science, Engineering, or related field AND 6+ years of sales and negotiation experience, technical architect, technical consulting, design and implementation, technical sales experience, or related work or internship experience.1+ year(s) experience in one or more of the following: designing architecture, networking, container services, data center migrations or database administration, design and architect experience in data analytics, coding/development, cloud-based solution designs, migrations or management of technology.3+ years people management/Lead experience in customer success with technical pre-sales.3+ years of technical security experience in two or more of the following solutions: Modern Work Business Premium, Teams Phone, Threat protection, SIEM and Incident Response, Extended Detection and Response (XDR), Security Orchestration, Automation, and Response (SOAR), Security Operation Center Management, Identity and Access Management, Cloud Infrastructure, Cloud Security.Preferred Qualifications:Relationship management and negotiation skills.Leadership skills with the ability to motivate and drive improvement.Experience and the background to initiate and drive business strategy discussions with business and technical decision makers around business process, industry drivers, and trends.The typical base pay range for this role across the U.S. is USD $101,200 - $194,800 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $130,000 - $213,200 per year.Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information
here .Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to any characteristic protected by applicable local laws, regulations and ordinances.
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In Small, Medium, Corporate (SMC) and Digital Sales, we aim to empower our customers through the unique value of the Microsoft cloud by building a globally-led, digital-first scale organization. As part of local subsidiaries or Digital Sales centers worldwide, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement.As a Digital Customer Success Management Manager - Modern Work & Security, you will lead a team working with Direct Microsoft Customers across their Modern Work solutions, serving as their main point of contact to help realize their current solution’s value and drive incremental value through new Security and Teams focused solution selling.Responsibilities
Customer Consumption:
Lead team to increase customer consumption by delivering solutions that drive Modern Work Security incremental revenue, seat adds, and product usage within their customer portfolios. Mitigate customer churn by driving adoption of existing Modern Work Investments.Customer Technical Environment:
Coach team to deliver demos and support customers with their technical product needs.Meet or Exceed Business Targets:
Achieve or exceed consumption and churn prevention targets, ensuring pipeline hygiene. Accurately forecast, assess risk, and identify exceptional performance plans in weekly deal and pipeline reviews with senior management. Report on monthly, quarterly, and annual targets and deliver competitive business insights, trends, and analysis to drive ongoing performance improvements.Build Diverse and Inclusive Team:
Build a team that is diverse and inclusive, developing CSM proficiency in the core capabilities and skills required for their role. Guide career development and role model Microsoft Leadership Principles and Practices.Drive Customer Outcomes:
Improve sales and technical competency via mentoring, support individual professional development and growth. Impactfully engage and remove roadblocks on customer calls with your CSM team.Qualifications
Required/Minimum Qualifications:Bachelor's Degree in Business Management, Information Technology, Computer Science, Engineering, or related field AND 6+ years of sales and negotiation experience, technical architect, technical consulting, design and implementation, technical sales experience, or related work or internship experience.1+ year(s) experience in one or more of the following: designing architecture, networking, container services, data center migrations or database administration, design and architect experience in data analytics, coding/development, cloud-based solution designs, migrations or management of technology.3+ years people management/Lead experience in customer success with technical pre-sales.3+ years of technical security experience in two or more of the following solutions: Modern Work Business Premium, Teams Phone, Threat protection, SIEM and Incident Response, Extended Detection and Response (XDR), Security Orchestration, Automation, and Response (SOAR), Security Operation Center Management, Identity and Access Management, Cloud Infrastructure, Cloud Security.Preferred Qualifications:Relationship management and negotiation skills.Leadership skills with the ability to motivate and drive improvement.Experience and the background to initiate and drive business strategy discussions with business and technical decision makers around business process, industry drivers, and trends.The typical base pay range for this role across the U.S. is USD $101,200 - $194,800 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $130,000 - $213,200 per year.Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information
here .Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to any characteristic protected by applicable local laws, regulations and ordinances.
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