Senior Customer Success Manager - Corporate

Relativity
United States, New Jersey, Newark
Jan 16, 2025
Posting Type Remote/Hybrid Job Overview The Customer Success Management Team supports our customers in meeting their goals using the Relativity suite of products. The team plays a crucial role in ensuring the success of our accounts by driving product adoption, providing strategic guidance, and fostering strong relationships with our customers. The Senior Customer Success Manager develops trusted-advisor relationships to drive success with our largest, most complex accounts. This specific role will work with our corporate accounts. You will consult with each account to identify ROI opportunities and utilization blockers, building annual success plans to capture and satisfy these objectives. You will coordinate with teams across the business to achieve these goals and create cross-organizational clarity on progress, outcomes, and challenges while advocating for shared value. Goals might include introducing and implementing new features, expanding to new geographies or use cases, ensuring resolution of technical issues, increasing efficiency with new workflows, orchestrating meaningful multi-threaded engagement between the customer and Relativity. The Senior Customer Success Manager will also develop best practices and new playbooks based on customer trends, while serving as a mentor, in action and by example, to your colleagues. You will analyze data and work with your manager to identify opportunities for new processes that will accelerate success for the team. We are currently seeking candidates with ediscovery litigation support experience - Relativity experience is preferred. Job Description and Requirements Your Role in Action Create Shared Value Understand the return on investment (ROI) your accounts expect to receive from their RelativityOne subscription and, in collaboration with the assigned Account Executive, build Success Plans to ensure this ROI is achieved. Identify and record "Verified Outcomes" (wins) when ROI is confirmed by the account. Plan and deliver Business Reviews to align with account and Relativity leadership on achieved and targeted ROI. Represent the customer's voice back to Relativity, proactively utilizing "feedback loop" processes to foster a company-wide culture of customer success Regularly analyze customer usage and account health to reduce any renewal risk or product churn while identifying potential up-selling opportunities Innovate New Success Motions Pilot new repeatable playbooks and best practices before they are rolled out to the broader CSM organization Propose and create new repeatable playbooks to address newly identified ROI opportunities and utilization blockers Orchestrate Across Departments Project manage complex plans, such as onboarding new products or enabling account success with non-standard use cases. Engage accounts with Relativity subject matter experts and executives to address concerns and build deep, multi-threaded engagements Your Skills 3 years of customer-facing support in the software industry 3 years of litigation support experience (Relativity Administrator experience preferred) Expertise managing key accounts in a customer-facing role Experience in the software technology sector Proven success independently managing complex projects Excellent business writing and presentation skills Enjoy working as part of a team in a collaborative environment Enthusiasm to continuously innovate in service of our customers and be a change agent within the business. Relativity is committed to competitive, fair, and equitable compensation practices. This position is eligible for total compensation which includes a competitive base salary, an annual performance bonus, and long-term incentives. The expected salary range for this role is between following values: $82,000 and $124,000 The final offered salary will be based on several factors, including but not limited to the candidate's depth of experience, skill set, qualifications, and internal pay equity. Hiring at the top end of the range would not be typical, to allow for future meaningful salary growth in this position.