Remote Enterprise Customer Success Manager EMEA North bei Postman
Postman · EMEA, Österreich · Remote
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Gesponsert von BlinkistAbout the job
Who Are We?Postman is the world’s leading API platform, used by more than 35 million developers and 500,000 organizations, including 98% of the Fortune 500. Postman is helping developers and professionals across the globe build the API-first world by simplifying each step of the API lifecycle and streamlining collaboration—enabling users to create better APIs, faster.The company is headquartered in San Francisco and has an office in Bangalore, where it was founded. Postman is privately held, with funding from Battery Ventures, BOND, Coatue, CRV, Insight Partners, and Nexus Venture Partners. Learn more at postman.com or connect with Postman on X via @getpostman.P.S: We highly recommend reading to understand the bigger picture and our vision at Postman.The OpportunityWith so many organizations using Postman, we are looking for passionate Enterprise Customer Success Managers to help us efficiently support & grow our enterprise business. Our customers love our product & we are having a blast growing a customer-focused culture to ensure they keep growing with us! Ideally, we are looking for someone who prides themselves on their customer-centricity, is comfortable with JavaScript (or at least, best practices for API testing), has experience in managing large Fortune 100 enterprise customers, and is an experienced Postman user.You'll partner with all other Postman teams - from sales & engineering, to product management, data science, & our executives - to ensure our customers achieve value from their usage of Postman. You will own the post-sales process, from initial customer on-boarding to full scale adoption, value realization, & eventually, public advocacy. Ultimately, our Enterprise Customer Success Managers are here to partner with our customers. You will help them accelerate their digital journey by consulting on new use cases, nurturing new champions, aligning with key customer stakeholders, and measuring business impact. The CSM role at Postman gives you the opportunity to have a huge impact in a customer-focused company & doing satisfying work. Come join us!What You’ll Do
- Act as trusted advisors to consult, teach, and guide customers toward increased API lifecycle maturity.
- Demonstrate hands-on Postman Product knowledge to drive increased value and adoption of Postman. Consult customers on how Postman can solve their business and API-related needs.
- Produce & execute a comprehensive adoption path of Postman products, identifying success criteria & measuring business outcomes.
- Proactively identify risks to the customer achieving their stated business goals & develop plans to overcome them.
- Establish executive-level trusted advisor relationships with the customer’s Development, Engineering & Product organizations.
- Lead the cross functional post sales team at Postman, delivering a seamless experience on behalf of the customer.
- Prepare & facilitate business review meetings, training sessions, webinars, demos, & other strategic & supportive interactions.
- Predict & forecast risk, renewal & expansion within the customer portfolio.
- Strong technical background from a Bachelor's degree in Computer Science/Engineering, a related field, or relevant work experience.
- 8+ years of experience in customer success managing large enterprise customers, preferably for companies in the development tooling space.
- Fluent in English, another European language, would be advantageous.
- Strong consulting skills & proven results working as a trusted advisor to drive business value for customers.
- Comfortable engaging and working with all levels of technologists from individual developers, development teams, QA teams, architects, product managers, and engineering and product management leaders.
- Proficient in proactive networking & discovery, identifying & engaging with influential stakeholders to discover & influence requirements, use cases, & strategy.
- Ability to drive effective & influencing conversations at the C-level; facilitation of difficult discussions & adept at handling objections.
- Experience building Business value ROI models.
- Good understanding of API development, Devops principles & modern cloud infrastructure.
- Technical background & prior experience with developer focused SaaS applications/platforms (such as Atlassian, Microsoft or AWS) strongly preferred
- Fast learner. Excited to learn new technology & become a product expert.
- Great communication skills (presentation, verbal and written).
- Thrives in a collaborative, fast-paced environment as a part of a results-oriented team.
