Senior Manager, Customer Success

Tenable® is the Exposure Management company. Over 40,000 organizations around the globe rely on Tenable to understand and reduce cyber risk. Our global employees support 65 percent of the Fortune 500, 50 percent of the Global 2000, and large government agencies.

About the role

Develop and manage a team of Customer Success Managers and strategic client accounts. Responsible for driving revenue, cultivating executive-level client relationships, as well as the day-to-day oversight of these important clients.

• Build and manage a team of account managers to ensure a high level of customer satisfaction and retention by building customer relationships and providing tailored service and creative solutions for our entire portfolio of customers.
• Demonstrate a strong knowledge of our software products, operational procedures and bring together all key operating groups supporting each Enterprise client.
• Develop strategy to ensure each customer’s expectations, growth and ROI is met and Tenable’s software products are adding value.
• Establish and maintain strong professional working relationships with Research and Design, Sales, Sales Operations, Marketing and Customer Advocacy.
• Delegate projects/tasks to appropriate operating teams, track progress against plan and drive to completion.
• Lead account management team meetings, engage and manage necessary stakeholders for project deliverables.
• Forecast and track key account performance metrics.
• Regularly conduct monthly and quarterly strategic business reviews with all Enterprise accounts and oversee development of action plans to address any issues.
• Identify growth opportunities with Enterprise accounts and collaborate with appropriate sales representative to ensure growth.
• Recruit, lead and provide training, coaching and team development to account management team.
• May perform other duties and responsibilities that management may deem necessary from time to time.

Requirements

• BA/BS degree.
• 10+ years of experience in sales, sales management, account management, preferably in a technology (SaaS) company.
• Minimum 7 years of leadership experience managing teams up to 10 people.
• Prior experience scaling up a team, ensuring the team has a track record of exceeding client and revenue expectations.
• Strong focus on customer relationship management, product adoption and implementation, and partner support.
• Capable of interfacing well at all levels within a company and a client base.
• Proactive, results-driven, and thrive in team-oriented, fast-paced environments.
• Strong communication skills demonstrated through the ability to communicate clearly, effectively, and persuasively through verbal and written presentation.
• Intelligent and exhibits high degree of integrity.
• Excellent organization, motivational and leadership skills.
• Proven account management skills delivering client focused SaaS based solutions to Enterprise client base.
• Demonstrated ability to communicate, present and influence credibly and effectively to all levels within the organization.
• Ability to quickly understand client business structures and needs and articulate and demonstrate what is required for a successful implementation of customer expectations.
• Proficiency with Microsoft Office Suite (Word, Excel, PowerPoint) and the ability to produce professional presentations, reports and analysis for management.
• Experience with CRM systems (SalesForce.com and NetSuite a plus).
• Ability to sit and work at a computer for extended periods of time.
• Ability and willingness to travel up to 25%.

Qualifications

• Technical background with proven knowledge of SaaS applications, software configuration, and client server technologies.
• MBA (preferred).

Pay

US Pay Range: $108,500 - $144,500 USD. Compensation for the role will depend on a number of factors, including the candidate's qualifications, skills, competencies, location and experience, and may fall outside of the range shown. Employees are also eligible for variable compensation in addition to base pay (commission for sales roles, bonus for non-sales roles), depending on company and individual performance.

Benefits

• Medical, dental, vision, disability and life insurance.
• 401(k) retirement savings with company match.
• Employee stock purchase plan.
• Employee referral program.
• Flexible spending accounts.
• Employee Assistance Program (EAP).
• Education assistance.
• Parental leave.
• Paid time off (PTO).
• Company-paid holidays.
• Health and wellness events.
• Community programs.