BeyondTrust is a place where you can bring your purpose to life through the work that you do, creating a safer world through our cyber security SaaS portfolio.
Our culture of flexibility, trust, and continual learning means you will be recognized for your growth, and for the impact you make on our success. You will be surrounded by people who challenge, support, and inspire you to be the best version of yourself.
The Role
As a key leader within the Go to Market (GTM) organization, the Director of Migrations will lead and oversee the transition of customers and products from perpetual licensing models to SaaS (Software-as-a-Service) and subscription-based offerings within a specific geographical territory. In order to do this successfully you will need to maintain key partnerships with their geographical GTM team, as well as leadership across the organization This high-visibility role requires expertise in change management, customer engagement, and technical execution to ensure smooth migrations while maximizing customer satisfaction, retention, and revenue growth.
What You’ll Do
- Execute the migration strategy for transitioning customers and solutions from perpetual licensing to SaaS/subscription models across the defined geographical territory.
- Align with company goals, ensuring the strategy meets business objectives and regional market requirements.
- Collaborate with cross-functional teams, including sales, product management, customer success, and operations, to ensure seamless implementation.
- Lead migration teams to engage directly with customers, outlining the benefits of the new model while addressing potential objections or technical challenges.
- Drive subscription revenue growth by meeting or exceeding migration adoption targets.
- Define and track key performance indicators (KPIs) such as migration rates, revenue retention, customer satisfaction (NPS), and churn metrics.
- Customize migration strategies to suit regional markets, ensuring cultural, regulatory, and language considerations are addressed.
- Ensure clear communication of the value proposition for transitioning to SaaS/subscription services through customer outreach campaigns, webinars, and training sessions.
- Establish close partnerships with regional sales and operations teams to align with market-specific needs.
- Partner with customer success teams to identify and mitigate risks related to churn or dissatisfaction during migrations.
- Lead change management efforts to ensure internal stakeholders understand and support the transition.
- Gather feedback from customers to refine the migration experience and influence product development roadmaps.
- Provide accurate monthly and quarterly revenue forecasts;
- Lead, develop, and expand a high-performing team, fostering a culture of success, accountability, and continuous improvement that delivers exceptional results and achieves revenue goals;
- Identify and recommend business process improvements;
- Stay informed on industry trends, competitor offerings, and customer needs related to SaaS adoption.
What You’ll Bring
- Bachelor’s Degree in Business, Marketing, or a related field of study
- Experiencing using Salesforce.com (SFDC)
- 8+ years of experience in enterprise software, SaaS, or cloud solutions, with at least 5 years in a leadership role focused on migrations, customer success, or new business.
- Proven track record in recruiting, coaching, developing,g and retaining top talent;
- Exceptional communication and negotiation skills, with the ability to engage and influence stakeholders at all levels;
- Excellent leadership skills with the ability to motivate and drive a revenue team towards achieving exceptional results;
- At ease working in a high-pressure environment to deliver results;
- Experience in the geographical markets this role is responsible for, with a strong understanding of regional variances and customer behavior.
- Strategic thinker with the ability to drive execution and deliver measurable outcomes.
- Strong interpersonal and communication skills for engaging with customers, executives, and cross-functional teams.
- Analytical mindset to track KPIs, assess performance, and make data-driven decisions.
Nice To Have
- Experience leading large-scale migrations in enterprise software or cloud industries.
Better Together
Diversity. Inclusion. They’re more than just words for us. They are the guiding values of how we build our teams, cultivate leaders, and create a culture where people feel connected.
We take care of our employees so they can take care of our customers. Customers who come from all walks of life just like us. We hire incredible people from diverse backgrounds because when we are different together, we are stronger together.
About Us
BeyondTrust is the worldwide leader in intelligent identity and access security, enabling organizations to protect identities, stop threats, and deliver dynamic access. We are leading the charge in innovating identity-first security and are trusted by 20,000 customers, including 75 of the Fortune 100, plus a global ecosystem of partners.
Learn more at www.beyondtrust.com.
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