Customer Success Manager
2 months ago
Job Summary: As a member of the Customer Success team, you are responsible for delivering end-to-end renewal execution through partnership with our Business Unit (BU) leads and the extended account team. Our Customer Success Managers (CSM) are passionate, skilled, and knowledgeable in the areas of renewal strategy, deal architecture, customer negotiation and along with having the ability to work in close collaboration with our product and legal teams. As a CSM, you are the face of Avenu for our customers and critical to cementing our customer base and their success. You are responsible for interfacing with customers on Avenu’s behalf to negotiate commercial terms and drive incremental revenue in collaboration with the field sales team. We value open dialogue and continuous improvement; and in this role we encourage you to voice your feedback to drive improvements within the business. At Avenu, we love our customers and our team’s mission is to reach #Quest4Zero each and every quarter: ZERO churn, ZERO lost, and ZERO slipped renewals. If you are looking for a new challenge, in a growing, impactful, and supportive environment, the Client Success team is the place for you We look forward to talking with YOU about how you can build this culture of success with us. Duties and Responsibilities: Lead designated territory and provide end-to-end renewal execution support to ensure customer retention and annual revenue and growth targets. Spearhead renewal negotiations and drive incremental revenue. Connect with customers regularly both virtually and in-person to become a trusted advisor. Establish strong relationships based on knowledge of customer requirements and commitment to value. Encourage all accounts to become Avenu references. Develop effective and specific account plans to ensure revenue target delivery and sustainable growth by driving Demand Generation, Pipeline and Opportunity Management strategies. Establish customer acumen - actively understand each customer’s needs, strategic growth plans. Possess knowledge of Avenu contract terms and conditions and understand and deploy negotiation methods that are mutually beneficial to Avenu and our customers. Leverage internal Avenu resources to navigate contract creation, pricing, closing and bookings. Leverage Avenu Solutions – be proficient in and bring all Avenu offers to bear on sales pursuits including industry solutions, LOB solutions and technology/consulting/business process outsourcing solutions. Understand Avenu’s competition and effectively position solutions against them. Ensure effective Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve. Leverage support organizations including Marketing, IAE’s, Partners and channels to funnel pipeline into the assigned territory. Orchestrate resources: deploy appropriate teams to execute winning product and service deployment including both Avenu and Partner resources. Ensure account teams (and Partners) are well versed in each account’s strategy and well positioned for all customer touch points and events. Maximize the value of all sales support organizations. Maintain CRM system with accurate customer and pipeline information. Enthusiastically support all Avenu promotions and events in the territory Understand state and local government management and sales and marketing serving the public sector. Knowledgeable in commercial metrics and forecasting principles. Other activities as assigned. Education and Experience: Bachelor’s degree equivalent. Proven work experience (3+ Years) as a Client Success Manager, Customer Success Manager, Account Manager, Key Account Manager, or relevant role related to renewals of primarily to public sector, state and local government account. Experience in sales operations and or contract negotiation a plus. Proven track record in business application software and service sales across industries Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative, and competitive market. Avenu Summary: Avenu provides local governments with ways to achieve more predictable revenue that supports growth, fuels modernization and ensures compliance with mandated but underfunded programs. Avenu’s revenue enhancement and administrative solutions find and recover license, permit and other taxes that cities and counties struggle to collect. The insights and improved fiscal posture enables governments to deliver expected services and sustain a high quality of life for residents. Avenu is an Equal Opportunity Employer. Selection for a position will be made without regard to race, religion, national origin, sex, political affiliation, marital status, non-disqualifying physical handicap, and age. #J-18808-Ljbffr
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