Senior Customer Success Manager
Senior Customer Success Manager
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Job Description
About Us
Exotel is the emerging markets leading full-stack customer engagement platform and business-focused virtual telecom operator. Incorporated in 2011 Exotels cloud-based product suite powers 50 million daily engagements across voice video and messaging channels. Exotel powers unified customer engagement to over 6000 companies in 60 countries including India SE Asia the Middle East and Africa. Today some of the fastest-growing companies in the emerging markets (Ola Swiggy Flipkart GoJek Byjus Urban Company HDFC Bank Zomato Oyo etc.) manage their customer engagement with Exotels suite of communication APIs Ameyos omnichannel contact centre (merger) and Cogno AIs conversational AI platform (acquisition) over the cloud. Theyre a $100 million Series D funded company with $60 million in ARR.
About the Role
As a Senior Customer Success Manager at Exotel you will play a pivotal role in ensuring the success and satisfaction of our customers particularly within the Banking & Insurance cluster.
Prior experience in a Presales/Solutioning role facing Banking customers is preferable
You will be responsible for driving retention revenue targets identifying upsell/cross-sell opportunities and fostering new logo sales.
Additionally you will collaborate closely with Account Directors to align with company goals and revenue objectives. This role demands a strategic mindset strong technical acumen and a deep understanding of customer needs in the communication technology sector.
Key Responsibilities:
Manage a portfolio of enterprise customers serving as their primary business point of contact with high-touch engagement throughout their CX journey
Develop and execute a 2-in-a-box strategy with Account Directors to maximize revenue and gross profit targets.
Understand customers business value drivers success criteria and KPIs to develop Customer Success Plans (actionable blueprints by which Exotel and its customers can achieve mutual success)
Establish a regular cadence of Executive Business Reviews with the customer to track progress towards their stated business objectives
Track and monitor adoption and facilitate renewal within assigned accounts. Put plans in place to avoid down sells revenue erosion or non-renewal
Cultivate relationships with large GSIs/BPOs marketing automation companies CRM companies and other IT/ITES enterprises.
Act as a pre-sales expert and Technical Account Manager facilitating technical conversations and ensuring smooth onboarding processes.
Collaborate with sales teams throughout the sales cycle from deal introduction to closure ensuring seamless delivery and customer satisfaction.
Proactively identify potential business leads for further business opportunities to support account growth upsell and expansion.
Stay abreast of AI-backed solution strategies to align with Exotels futuristic product roadmap.
Lead by example in a startup-like environment demonstrating initiative and leadership in driving customer success initiatives.
Leverage prior experience in similar organizations and knowledge of CPaaS CCaaS and Conversational AI products to enhance customer experiences.
Serve as a strategic CSM balancing customer-facing responsibilities with strategic planning and execution.
What do we look for
Bachelors degree in a technology or a Business Administration related field.
5-8 years of experience in a technology-related field (preferably a SaaS industry) with a focus on customer success management and/or enterprise account management.
Proven track record of managing and selling to large enterprise customers preferably in the communication technology sector.
Strong understanding of CPaaS CCaaS and Conversational AI products with prior experience being a plus.
Extremely strong customer-facing skills including the ability to present to C-level and build relationships
Leadership interpersonal and communication profile that unifies influences and inspires cross-functional teams to meet the changing needs of customers
Strategic mindset with the ability to identify and capitalize on business opportunities
Demonstrated leadership abilities with experience thriving in dynamic and fast-paced environments.
Willingness to travel domestically as needed.
Required Experience:
Manager
Employment Type
Full-Time
