Overview
1.Customer Success Strategy Definition (CAIP) Represent SME&C CPS and influence strategy creation inclusive of MCEM design, Solution Plays (Customer Conversations), Role accountabilities, IP development needs, Business KPI definitions Translate corporate and regional GTM strategy into local practical execution plans Establish continuous feedback loops to improve: GTM programs Customer Conversations design Field enablement Contribute to cross-solution efforts to align execution frameworks, tools, operating rhythms, partner involvement and drive adoption within CAIP. Ensure CSAs (Customer Success Architects), DCSAs (Digital Customer Success Architects) and CSAMs (Customer Success Account Managers) are equipped to execute CAIP Customer Conversations effectively. Improved customer conversation adoption and execution consistency Serve as the central aggregator of business performance for CAIP
Full job description
Full Job Description
1.Customer Success Strategy Definition (CAIP) Represent SME&C CPS and influence strategy creation inclusive of MCEM design, Solution Plays (Customer Conversations), Role accountabilities, IP development needs, Business KPI definitions Translate corporate and regional GTM strategy into local practical execution plans Establish continuous feedback loops to improve: GTM programs Customer Conversations design Field enablement Contribute to cross-solution efforts to align execution frameworks, tools, operating rhythms, partner involvement and drive adoption within CAIP. Ensure CSAs (Customer Success Architects), DCSAs (Digital Customer Success Architects) and CSAMs (Customer Success Account Managers) are equipped to execute CAIP Customer Conversations effectively. Improved customer conversation adoption and execution consistency Serve as the central aggregator of business performance for CAIP. Track and analyze relevant metrics for the business like: Pipeline creation and velocity Conversion and win rates Customer conversations adoption and execution quality Be the aggregation layer for technology/solution aligned technical feedback gained from the field as part of executing against stage 4/5 including but not limited to: Technology capability gaps Capacity and performance trends Technical insights that support Consumption attainment Remove execution blockers and streamline processes to enable reliable field delivery Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 5+ years experience in business consulting, sales, sales operations, information technology (IT), account management, business development, marketing, IT field sales, or a related field OR equivalent experience. 6+ years experience in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance. Experience in Customer Success, Go-To-Market, or Sales Strategy, including experience with enterprise cloud, SaaS solutions. Strong technical and business acumen (ability to connect technology to business outcomes) Proven experience influencing cross-functional teams and programs Strong understanding of Commercial Solution Area CAIP Experience driving large-scale transformation or change management initiatives
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