Role - CSM
Experience – 10+ Years

 
Primary Responsibility: The primary responsibility of a CSM is to ensure that customers benefit from using our devices and achieve their key success metrics.

Onboarding:

• Assist customers in getting started with the solution by providing comprehensive guidance, training, and support during the initial implementation phase.

Relationship Management:

• Develop and maintain strong relationships with customers, acting as their primary point of contact (POC).
• Understand their needs, goals, and challenges, and work proactively to address them.

Customer Adoption:

• Drive product adoption and usage by identifying and promoting key features and functionalities that align with customers' goals.
• Help customers maximize the value they derive from our solutions.

Customer Engagement:

• Foster engagement and build customer loyalty by conducting regular check-ins, providing updates on new features, conducting Quarterly Business Reviews (QBRs), and sharing best practices and industry insights.
• Be an active listener and address issues promptly.

Frequent Travel:

• Engage in frequent travel to meet with customers in person and accurately measure customer pulse and satisfaction.
• Use on-site visits to gather direct feedback and insights, strengthening customer relationships.

Renewals and Upsells:

• Collaborate with Sales teams to ensure customer renewals and explore opportunities for upselling and cross-selling products or services.
• Provide data and insights on customer usage and success metrics to support renewal decisions.

Risk Mitigation:

• Monitor customer health and identify potential risks that may impact their success or satisfaction.
• Offer additional training or support, escalate issues to appropriate teams, and provide personalized solutions.

Customer Advocacy:

• Represent customer needs and interests within the organization.
• Collaborate with cross-functional teams to drive customer-centric initiatives.

Customer Success Metrics:

• Track and analyze customer success metrics such as adoption rates, satisfaction scores, and revenue growth.
• Provide regular reports and insights to stakeholders.
• Develop and maintain a customer health dashboard to provide a visual representation of customer engagement, satisfaction, and risk levels.
• Prepare regular internal reports that summarize key customer health metrics and insights for stakeholders.
• Utilize data from the dashboard to proactively address customer needs and improve overall customer experience.

Continuous Improvement:

• Stay updated on industry trends, competitive landscapes, and customer needs.
• Share best practices with the team and contribute to the development of customer success processes.