The Customer Success Value expert is responsible for providing expertise in upselling existing clients with new products, identifying growth opportunities and supporting the CSMs. (S)he will be the expert in generating revenue by selling the value of our product suite to clients with a strong focus on additional products and opportunities.
This expert would be partnering with the CSM’s existing client portfolio and lead the upsell process. The Customer Success Value Expert will not be managing their own client portfolio; performance will be measured on contribution to revenue (TBD).
Responsibilities, including but not limited to:
Expand revenue in accounts through up-sells on additional products with a strong focus on new products released by the companyIdentify/execute cross-sells (opportunities), achieve and help achieve revenue quotasDrive Customer Success outcomes by maximizing recurring revenues when negotiating upgradesIn-depth knowledge of product suite and client benefitsExpert in value selling and leading the upsell process from beginning to end. Perform effective online and onsite demosTeam with CSMs to build pipeline and close dealsResearch accounts, identify key players and generate interestBroaden our customer stakeholders and increase their level of engagement and increase reference-abilityThe role requires travel within the assigned territory (~15%)
Excellent enterprise sales skills, specifically in sourcing leads and closing opportunitiesAbility to interact effectively and build relationships with all levels of customer organization from C-level to end-usersStrong understanding of and experience with enterprise SaaS solutions.Excellent communication and presentation skills at the executive levelStrong collaboration skills for close coordination with multiple teamsAbility to work in a fast-paced environment and to stay on top of multiple activitiesPersistence to get things done and ready to take on challengesStrong phone presence and (web) demo expertise, charismatic stance in client interactionsAbility to multi-task, prioritize, and manage time effectively
Minimum of 5+ years of experience in sales and account management or customer success with enterprise software companies, preferably at a marketing technology companyProven sales-centric approachStrong sales and negotiation and conflict-resolution skillsProven track record of growing business from an established client base or hunting for new clientsUnderstanding of marketing technology softwareDemonstrable industry knowledge is a strong plusExcellent written and verbal communications skills in English required. French and/or German are a strong plus, any other language rounds up the profile