Director of Customer Success, Cohesity
More information about location
Enterprise data storage solutions
Be an early applicant
Enterprise data storage solutions
1001+ employees
Be an early applicant
More information about location
1001+ employees
Company mission
To radically simplify how organizations secure and manage their data, while unlocking limitless value.
Role
Who you are
- Are you a person–by nature–that is a conservative risk-taker, with a high level of ambition, who thrives in an environment of change? Are you interested in building your brand as an innovator who brings value and a clear sense of ownership to business and technology discussions? You could be just the person we are looking for
- Experience and expertise in building and running Customer success teams
- Experience and expertise in CS strategy, standard methodologies and tools
- 15+ years of experience with a clear track record of advancement in related roles: Solution architecture, Product Management, Customer Success, TAM, Pre-Sales, Escalation Management, and Professional Services
- Built and led CS process for large High Touch and Low Touch accounts and scaling with digital touch
- Strong written and verbal, technical and interpersonal skills - can communicate well with C-level internally and externally
- Should be proficient in at least one domain: Data Protection, Data Security, Storage, Virtualization, Cloud, and/or other related technology pillars
- Strong quarterbacking skills - including project management, ability to control chaotic conversations, sense of ownership, and vitality in working towards closure and planning
- Account management experience
- Leadership attributes: talent builder, data-driven, owner mentality, planning & execution, creative, inspiring leader
- Executive presence - exudes confidence and assertiveness yet has the humility to listen to others
- Emotionally intelligent - can empathize with customers and internal collaborators
- Strong ability to drive decisions through collaborative alignment
- Proven trajectory of success with people-management, coaching, and up-levelling and amplifying the team’s proficiencies
- Deep business operations expertise; has solid experience with SFDC and Gainsight, and proficient in crafting reports and dashboards is highly preferred
- Deep understanding of value drivers in recurring revenue business models
- An enthusiastic and creative leader with the ability to inspire others
- Strong leadership skills with a validated ability to influence inside and outside of the organization at the highest levels to garner support
- Proven success at strategic negotiation and strategy implementation
What the job involves
- This role is a leadership role to lead and grow the Customer Success Management (CSM) team
- You will be passionate about ensuring our customers’ success, driving growth/adoption of our technology, boosting renewals, and gleaning strategic insights that improve our product value. This is an exciting opportunity to influence Cohesity’s customers unequivocally!
- Join us for a significant opportunity that requires a detailed understanding of our technology, use cases, leadership skills, industry Customer Success standard methodologies, strategy and tools, outstanding customer and internal relationships, strategic problem solving, sales cycle awareness, team building, management and proven mentorship skills, a motivational style, analytical skills, and a special interest in understanding where data management and security technology meets business needs
- We are looking for someone who is truly passionate about customer advocacy and team development and has a consistent track record to talk about! Additionally, you will focus on quality management, cultivate an environment of innovation and high accountability and demonstrate the ability to drive continuous operational improvement as a way of working and leading
- Develop a CS strategy for high touch, low touch, and digital sync upped on segmentation, as well as a paid offering vs free offering, for our cloud and on-prem products
- Deploy CS best practices in a consistent way across the company and standardize on a CRM tool
- Build, lead and scale a multi-geo team
- Work cross-functionally with sales, PM and support to improve product telemetry data collection, dashboarding and driving continuous improvement
- Deliver customer renewals and expansion goals in a proactive way of account management and prevent critical issues
- Ensuring delivery on Key Operational metrics, including Customer Health - Green/Yellow/Red, Adoption (Consumption & Usage), Reference-ability, Renewal Likelihood, Upsell / Cross-Sell Potential, and % Retention / Renewal
- Drive premier programmatic Customer Success practice, ensuring rapid onboarding and teamwork within internal teams and across the customer lifecycle
- Working closely with Sales reps and Renewals managers to identify new opportunities and upsell potential
- Increase the lifetime value of the Customer through greater advocacy and reference-ability; serving as a customer advocate in the evolution of our products and platform functionality integral to the customer's success
- Engage broadly across the customer organization from management to C-Level/Influencer
- Ensure customer feedback is clearly gathered and conveyed internally to enable ongoing improvement of products and services
- Actively assess the interactions with our top customers (product performance, depth and breadth of usage, support experience)
Our take
At a time when organizations are focused on simplifying data management, mitigating threats from ransomware attacks, and accelerating their move to the cloud, many enterprises and mid-size organizations from around the globe are relying on Cohesity to manage their data. Cohesity offers a suite of secure data storage solutions, consolidating secondary storage silos onto a hyper-converged, web-scale data platform that spans both private and public clouds.
Data protection is the company’s starting point, just as it is with many competitors, but Cohesity has gone further by providing an application marketplace which allows users to run third-party apps on this data, rather than having to move data to those apps.
Since its 2013 launch, Cohesity has grown into one of the world’s most popular data protection services, with a number of Fortune 500 companies on their books as well as NASA and the US Air Force. There are few, if any, signs of slowing down as concerns over ransomware attacks and data simplification become more frequent. The company has seen a consistent rise in its funding rounds and customers and has received a multi-billion dollar valuation.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 5 rounds)
Apr 2020
$250m
SERIES E
Jun 2018
$250m
SERIES D
Total funding: $660m
Company benefits
- Hybrid Work Opportunities
Company values
- Respect - We treat everyone with dignity, compassion, and fairness.
- Positive Attitude - We embrace change and tackle resistance with energy and enthusiasm
- Deliver - We focus on outcomes not activity. And we expect the incredible from our teams
- Integrity - We have an unwavering commitment to doing the right thing even when no one is looking
- Customer Obsession - We put our customers at the center of everything we do
Company HQ
Downtown San Jose, San Jose, CA
Articles
Leadership
Mohit Aron
(Founder)Started their career as a Staff Engineer at Google before founding Nutanix, where they were the CTO before founding Cohesity. Stepped down as CEO in August 2022.
Sanjay Poonen
(CEO & President)Took over as CEO of Cohesity in August 2022. They hold an MBA from Harvard. Their experience include as a former COO of VMware. Current Board of Director of Snyk and Phillips.
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