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Enterprise Customer Success Manager

3 months ago

Remote, Oregon, United States Imprivata Full time

Description
Come join a winning team Here at Imprivata, you'll see a dedicated group of professionals who care about improving healthcare. Our team thrives on collaboration and sharing ideas, whether in a cross-functional meeting or at one of our virtual team-building events.
While we're diverse in our backgrounds and skills, we have much in common. A passion for our mission. A strong sense of integrity. A belief that we're making a positive impact and a commitment to having fun.
We are seeking an Enterprise Customer Success Engineer to join our team for this remote opportunity with the ability to work anywhere within the Southeastern United States.
Job Summary
The Enterprise Customer Success Manager (CSM) for the Southeast - Is responsible for proactive engagement with our largest and most valuable customers in an assigned region. The Enterprise CSM will guide the customer to optimal value realization for the solutions they have purchased from Imprivata while at the same time partnering with the customer on their business needs and positioning future product investments. The Enterprise CSM is responsible for maintaining a yearly ARR quota for their assigned accounts. To accomplish this, you will be responsible for driving customer satisfaction, product adoption, and ultimately, increasing the lifetime customer value of assigned customers. It will be required that you work cross-functionally within the organization to resolve customer satisfaction related issues and strategically deliver a signature experience for our customers, ensuring full renewals and product expansion across the Imprivata solutions. The Enterprise CSM is also responsible for maintaining a working relationship with the assigned territories regional vice president of sales and will act as an escalation point for any customer issues in that region.
Duties and Responsibilities

  • Engage with assigned customers to develop and account strategy that drives customer value realization with purchased products, identify cross-sell opportunities, and ensure full subscription and maintenance renewals (ARR Quota)
  • Establish executive level relationships with assigned accounts and ensure satisfaction with their Imprivata partnership at this level
  • Organize, facilitate, and create content for regular value based executive business reviews with assigned customers
  • Work directly with the RVP of sales in your assigned region to identify customer success trends and an aggregate positive health among ALL customers in that region
  • Expertly facilitate the coordination of internal resources to resolve complex problems for assigned customers
  • Document success stories and use cases that can be used for case studies, blog posts, and any other marketing objective.
  • Ensure customers (primarily executive level contacts) provide feedback to Imprivata through NPS survey regarding their overall satisfaction of their relationship with Imprivata.
  • Organize the use of technical and clinical resources for value discovery health checks
  • Compile health check findings in to prescriptive and consultative feedback for assigned customers
  • Perform customer "business reviews" for strategic customers including Data Analysis, Business Strategies, and conduct review of findings and develop recommendations; present findings/recommendations to customer key stakeholders
  • Position yourself as the Imprivata expert and maintain active situational awareness for every assigned customer
  • Document all customer interactions and maintain an active work list of strategic objectives in the Imprivata CRM (Gainsight)
  • Track high value customer deployments, utilization, net promoter/satisfaction, and other key customer data within Imprivata's CRM (Gainsight).
  • Responsible for ongoing customer communication re: introductions, announcements (e.g., upcoming features & products, upgrades); events such as User Conferences, Webinars, etc.
  • Communicate "voice of the customer" feedback to upper management and help drive strategic initiatives and program improvement.
  • Acts as a subject matter expert in all customer experience internal processes
  • Provide regular updates to the Director of customer success on account trends and recommended process improvements
  • Appropriately direct RVP escalations for any account in your assigned territory
  • Other duties as assigned and required

Qualifications

  • Bachelor's degree in Business or related discipline preferred.
  • Domain expertise in the cybersecurity, data privacy & security space preferred
  • 8 years+ of relevant experience in software services preferable healthcare, enterprise software, customer success, and/or critical account management.
  • Self-starter with a proven track record of driving customer success and aligning complex customer solutions at the executive and department levels.
  • Expert in the ability to understand high level technical aspects of the product, provide business and technical solutions to help customers optimize use of solution; and identification of technical escalation points.
  • Excellent problem-solving skills and ability to navigate challenging situations in a professional manner.
  • Excellent organizational skills including the ability to prioritize and multi-task activities across many customers at once.
  • Demonstrated ability to establish executive level relationships and engage in conversations that influence higher usage and value from customers.
  • Outstanding cross-functional collaboration skills to bring key Imprivata functional areas together in order to solve customer requirements.
  • Expert content creation and presentation moderation (story telling) skills (using MS PowerPoint)
  • Ability to pivot and adapt to changing conditions in a cool and professional manner
  • Superior communications skills (presentation, written, and verbal) and demonstrated ability to communicate/present effectively at all levels of the organization, including executive level.

This position offers a total compensation range of $130,000.00 to $190, inclusive of base salary and variable compensation, such as bonuses and incentives). In addition, more information about Imprivata's benefit offerings can be found here. This range represents the high and low end of Imprivata's compensation range for this position. Actual compensation will vary and may be above or below the range based on various factors, such as a candidate's location, skills, experience, and qualifications.
At Imprivata, we have a top-notch work environment, developmental opportunities, a competitive total rewards package, and the desire to have fun. If you have the skills and qualifications as we have described above, we want to hear from you
Imprivata provides equal employment opportunities, regardless of race, religion, age, sex, national origin, disability status, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
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