Sr. Customer Success Manager

Washington, DC (Potential for Remote ET)
Customer Success – Customer Success /
Full-time /
Remote
Contrast Security Named One of the Hottest Cybersecurity Companies in the 2024 Citizens JMP Securities LLC Cyber 66 Report 
Contrast recognized for its innovation in Runtime Security

Contrast Security is the world’s leading provider of security technology that enables software applications to protect themselves against cyberattacks, heralding the new era of self-protecting software. Contrast's patented deep security instrumentation is the breakthrough technology that enables highly accurate assessment and always-on protection of an entire application portfolio without disruptive scanning or expensive security experts. Only Contrast has sensors that work actively inside applications to uncover vulnerabilities, prevent data breaches, and secure the entire enterprise from development to operations to production.

About the Position

As a Senior Customer Success Manager, you will be responsible for the overall success of a portfolio of our customers. You will lead clients’ value realization journeys, coordinating a cross-functional team that spans Sales, Services, Support, Engineering, Product Management, and others. To become a trusted advisor, you must become a subject-matter expert on Contrast’s products, use cases, and application security best practices.
 
In this role, you will be one of our client's primary points of contact, working hand-in-hand with technical staff and executives to improve our products' performance, reliability, and business value. You will also act as the customer's voice within Contrast to escalate problems and drive prioritization of business needs for our customers. Your success in this role means higher customer satisfaction, retention, and expansion of Contrast business. We guarantee there will always be an exciting moment while working at Contrast.

Responsibilities

    • Drive Customer Value: engender a positive Experience for the customer, support their Transformation to meet objectives and seek full Engagement across their organization
    • Customer Outcomes: facilitate the setting of business outcomes and measurable objectives with the customer
    • Customer Intimacy: cultivate relationships with executives and key stakeholders to ensure a successful long-term business partnership and become an expert on your customers’ deployment of Contrast.
    • Onboarding: deliver and communicate Contrast value to the initial application teams supporting the initial value goals
    • Adoption: ensure customers are adopting Contrast and receiving the anticipated results and value and help customers evangelize and roll out Contrast throughout their organization
    • Advise: share best practices; recommend solutions to meet changing customer requirements and emergent problems
    • Monitor: regularly review adoption and usage trends and work closely with customer and Contrast teams to address adoption blockers
    • Success Planning: define and maintain success plans for customers that continue to outline the desired business outcomes, metrics for success (KPIs), potential issues, and action plans
    • Contrast Business Reviews: communicate Contrast results and value; align on new objectives and plan going forward
    • Escalation Management: Liaise with Engineering, Product Management and Sales to quickly remedy accounts in red status
    • Advocacy: develop and maintain Contrast advocates for references, case studies, etc. and bring intelligent product feedback and recommendations from customers back to the Contrast Product team
    • Project Management: Manage projects to a successful outcome and ensure appropriate communications with all relevant stakeholders takes place
    • Prioritization: juggling multiple accounts and activities simultaneously with attention to detail
    • Operational Excellence: ensure smooth handoffs from sales to on-boarding and from on-boarding to business outcomes, adhere to processes and procedures laid down and maintain data integrity in recording systems
    • Knowledge: remain up to date on Contrast product features and developed use cases to drive customers to best practice standards
    • Cross-Functional Support: partner with renewal and sales specialists to help ensure renewal and expansion opportunities are identified and closed successfully
    • Collaboration: contribute to the development of industry-leading processes and best practices for delivering application security

Qualifications

    • 5+ years of experience working as a CSM at a B2B SaaS company
    • 5+  years of experience working with complex application security technology products and/or continuous integration environments
    • Solid understanding of modern SDLC and software engineering practices, including Agile, CI/CD, and DevSecOps
    • Knowledge of CI tools such as Jenkins
    • Knowledge of application security and application security vulnerabilities and an understanding of the security market preferred
    • Background in multiple disciplines is a plus: sales engineering, business consulting, project/program management, business operations, software development and deployment,
    • Exceptional customer focus and bias for action, as well as the ability to translate customer business issues and goals and issues into actionable plans and solutions. Demonstrated ability to adapt to new technologies and learn quickly
    • Exceptional verbal and written communication skills, including the ability to lead and facilitate meetings and presentations, create content for documentation deliverables
    • Be mobile and be able to travel to client locations as needed
    • Experience working on enterprise accounts (with ASP in the $100k+ range)
    • Experience working closely with VP+ level executives at customers
    • Experience with these types of engagements with customers:
    •    Executive business reviews
         Training
         Creating structured programs to drive adoption at low-usage accounts
         Creating & executing against a Success Plan/Project Plan
         Proactive engagement based on insights from data
         Influencing change in complex organizations
    • Comfortable in a fast-paced environment; does not get stressed easily
    • Process-focused, with strong problem-solving ability -- always looking for smarter, better ways to achieve a goal
    • At ease demonstrating product functionality; ability to provide a comprehensive overview of key business use cases
    • Exercises listening and taking a thoughtful approach to address customer pain points
    • A bachelor's degree or significant relevant business experience is required. Business or technical degree preferred

    • We are focused on building a diverse and inclusive workforce. If you’re excited about this role, but do not meet 100% of the qualifications listed above, we encourage you to apply.
What We Offer

Salary and Other Compensation
This position's standard base pay range is $120,000 - $180,000 annually. This position is also eligible for a VCP and equity package subject to the terms of the Company’s applicable plans. When determining a candidate’s compensation, we consider several factors: geography, skill set, experience, job scope, and current market data.

Benefits
Contrast Security offers the following benefits for this position, subject to applicable eligibility requirements: Medical Insurance, Dental Insurance, Vision Insurance, 401(k) Retirement Plan with Employer Match, Life Insurance, Long Term Disability Insurance, Short Term Disability Insurance, Transit, and Commuter benefits, Flexible PTO, 56 hours of Annual Sick time, Paid Parental Leave and Paid Holidays.

Disclaimer
The salary, other compensation, and benefits information are accurate as of the date of this posting. The Company reserves the right to modify this information at any time, subject to applicable law.
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We are changing the world of software security. Do it with us.  
We believe in what we do and are passionate about helping our customers secure their business.
If you’re looking for a challenge and want to enjoy where you work, you’ll love Contrast Security.

Contrast Security is committed to a diverse and inclusive workplace. We are an equal-opportunity employer, and our team is comprised of individuals from many diverse backgrounds, lifestyles, and locations. At Contrast, we strive to build diverse teams that reflect the people we want to empower through our products. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. Equal Opportunity is the Law, and Contrast is proud to be an equal-opportunity workplace. If you have a specific need that requires accommodation, please let a member of the People Team know.

By submitting your application, you are providing Personal Information about yourself (cover letter, resume, email address, etc.) and hereby give your consent for Contrast Security, Inc. and/or our HR-related Service Providers to use this information for the purpose of processing, evaluating and responding to your application for current and future career opportunities. If you are a resident of the European Economic Area or are applying for a position in the European Economic Area, Contrast’s Privacy Statement reflects our policies around compliance with the General Data Protection Regulation (“GDPR”) and your rights respective to GDPR as a California resident, you are entitled to certain rights under CCPA: The California Consumer Privacy Act of 2018 (“CCPA”) will go into effect on January 1, 2020. Under CCPA, businesses must be overtly transparent about the personal information they collect, use, and store on California residents. CCPA also gives employees, applicants, independent contractors, emergency contacts, and dependents (“CA Employee”) new rights to privacy.

Recruitment Agencies: Although we value the services you provide, at this time, we are only accepting resumes from agencies, headhunters, or other suppliers who have signed a formal agreement with us.