Staff Customer Success Manager

Who you are

• This role is strategic, requiring you to blend technical knowledge with an executive mindset to deliver exceptional business value
• Grit & Determination: Customer obsession and the resilience to bounce back from setbacks, relentlessly pursuing customer goals and overcoming issues
• Curiosity: An inquisitive mindset paired with active listening and probing skills to ask layered, open-ended questions that uncover root causes
• Team-Oriented Mindset: A deeply collaborative approach to achieving shared company goals, rather than focusing solely on individual wins
• Prioritization: Experience managing multiple customers at a time while focusing on attention to detail and delivering results across multiple initiatives, such as driving expansion, customer satisfaction, feature adoption, and retention

What the job involves

• As a Staff/Senior Customer Success Manager, you will set the standard of what great looks like in our CS organization. You will master your craft by focusing on the disciplined execution of the Customer Post-Sales Process, directly driving adoption, expansion, and risk mitigation
• Drive Strategic Customer Success: Develop comprehensive success plans covering use cases, roadmaps, and positive business outcomes
• Value realization: Take customers through a value-based engagement model, and gain a clear understanding of Kong’s impact on their business
• Navigate Complex Organizations: Map customer organizations by building power and influence charts to identify key champions and decision-makers
• Leverage Partner Ecosystems: Utilize partners to uncover new personas within the customer organization and expand stakeholder alignment
• Harness Data & Analytics: Use utilization metrics, Leading Indicators, and tools like Tableau, SFDC, Clari, and Hex to monitor health, identify risks, and extract actionable insights
• Master the Message: Run impactful QBRs/EBRs by adopting an executive mindset, clearly articulating the value of the Kong platform in alignment with the customer’s business needs
• Command the Platform: Confidently articulate the unique value of Kong's components (Dedicated Cloud Gateway, API Gateway, AI Gateway, Mesh Manager, etc.)
• Manage Renewals & Forecasting: Collaborate closely with the broader account team to validate renewal timelines, surface cross-sell opportunities, and maintain strong SFDC hygiene

Benefits

• Flexible time off: Take time to take care of yourself and the things that matter most
• Stock options: We want you to share in our success. That's why stock options are offered to most Kongers
• U-First Fridays: Get 4 hours a month for continuous learning with a book, podcast, or course of your choice
• Virtual events: Stay connected with Donut chats, trivia, fitness challenges, guided meditations, and more
• Dedicated unplug days: Silence those notifications. Enjoy some well-deserved long weekend where the entire team unplugs
• Home office stipend: Build a home office environment tailored to support your productivity