Enterprise Customer Success Manager, Workato
$160-184k
For California applicants, the pay for this role begins at $160,000 plus variable, benefits, perks, and equity.
Integration & workflow automation platform
Job no longer available
Integration & workflow automation platform
1001+ employees
Job no longer available
$160-184k
For California applicants, the pay for this role begins at $160,000 plus variable, benefits, perks, and equity.
1001+ employees
Company mission
To help businesses streamline their operations by providing a platform to automate their work and integrate their stacks, all in one place.
Role
Who you are
- BS or equivalent education
- 7+ years of professional experience in consulting, customer success, client relationship or technical account management roles with a demonstrated track record of increasing adoption, revenue retention, and customer satisfaction. Prior experience as an Account Executive, Senior Member of a large consulting firm or CSM in hyper-growth SaaS/iPaaS companies preferred
- Experience managing a portfolio of enterprise accounts, with account ARR ranging from ~$200k to multi-million ARR across the Forbes Global 2000 companies
- Track record of successfully navigating ambiguity, building consensus, fostering accountability, and working with urgency to deliver customer outcomes
- Strong written and oral presentation skills, with the ability to effectively engage both business and technical stakeholders (from Developer to C-level)
- Confidence in serving multiple customer stakeholders and working to build communities of champions/advocates across large organizations
- Experience in Integration and/or business automation. Awareness of processes and roles in these domains would be a plus; People (HR), Finance, Marketing, Sales, and Post Sales Customer Organizations
- Prior Experience in Digital Transformation preferred
- Ability to develop an understanding of large complex businesses with many stakeholders
- Comfortable operating with revenue targets
- Strong sense of customer empathy and customer-centricity
- Grit and resilience to manage occasional tough & complex situations
- Excellent interpersonal and communication skills
- Strong problem-solving and analytical thinking
- Project management and storytelling skills
- Entrepreneurial drive and comfort working in ambiguous, quickly-changing environments
- A passion for and belief in the power of automation to drive business value
- Project management and storytelling skills
- Have a keen intellectual curiosity, detailed orientation, and possess analytical abilities
- Passion for technology, enjoy learning new solutions and capabilities, and translating these into solutions that drive business value for customers
- Be a self-motivated team player who loves to drive Impact beyond their current role
- Show an appreciation for nuance and a desire to build consensus in a diverse and multicultural environment
What the job involves
- In this role, you will work with our large Enterprise customers and ensure their success via rapid adoption of the Workato Intelligent Automation Platform
- Enterprise Customer Success Managers play an integral role in our business as trusted customer advisors and serve as customer advocates liaising between customers and internal teams, including Sales, Solution Consulting, Professional Services, Product, and Marketing, among others
- Own a portfolio of assigned accounts that may vary in market size, industry, and complexity, with a focus on ensuring value realization through the use of Workato platform, increasing adoption across variety of business and functional units, ensuring retention, supporting growth, and overall customer satisfaction
- Develop a strong command of Workato’s unique value propositions, the business value our key capabilities drive, our approach to Enterprise Automation, and our customer use-cases/success stories as well as our best practices. Leverage the aforementioned knowledge and your technical Workato product expertise to guide the customer on their Enterprise Automation journey
- Develop and maintain strategic business relationships with enterprise customers to drive adoption, assess and evangelize value received, and assist in revenue expansion. Establish regular touchpoints with the assigned customers per established practices to review progress against strategic business and technical product objectives
- Develop and maintain engagement with senior customer executives to understand their strategic objectives and position Workato for their transformation initiatives, including delivery of Customer Objectives reviews, Exec Business reviews, etc
- Develop a deep understanding of a customer's business, use cases, and desired outcomes to guide them to achieve these via Workato’s product and services. Develop and drive programs to increase usage of the product within the current (landed) group and expand usage to other business groups/functions
- Create customer assets, including Joint Success Plan, to be leveraged by our sponsors that outline progress with Workato mapped to their business initiatives, value, deployment plans, etc
- Monitor customers' achievement of desired outcome and value, consistently and effectively telling the story of these both to internal stakeholders and externally to key customer stakeholders
- Be the expert in deployment models and governance structures and share best practices from a business and technical perspective
- Serve as the primary point of escalation when customer issues arise and effectively prioritize and orchestrate resolution of customer requests or issues
- Develop trusted and collaborative relationships with internal stakeholders and business partners; and champion customers internally to mitigate risk, improve customer experience, drive to value outcomes, and unlock growth
- Professionally manage your book of business and provide periodic and accurate reporting, develop growth and mitigation plans, following our best practices and documentation requirement
- Contribute to the development of Customer Success practice, develop playbooks, and drive process innovation and operational efficiency
Our take
Many businesses struggle with lack of team integration. There are a plethora of handy apps available, and various teams within businesses often use different processes, tools, and software. This has led to many businesses attempting to patch together technologies and create ad-hoc solutions that fail when they need to be scaled. Workato allows businesses to integrate data and apps so that teams can collaborate and communicate securely.
Workato has built a single platform that integrates apps, processes, data, and user experiences to improve efficiency, communication, and business flexibility. There are many integration platforms available, such as SnapLogic and Mulesoft Anypoint Platform, however, Workato has aimed its platform at users who have minimal technical experience, rather than the IT team.
Workato has continued to expand its partnerships and workforce, and is well set to see further growth as it innovates its product offerings and capabilities. The company was recognized as a Leader in the 2023 Gartner® Magic Quadrant™ for Integration Platform as a Service, making five years it has participated and five years it has been recognized.
Steph
Company Specialist at Welcome to the Jungle
Insights
-7% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Nov 2021
$200m
SERIES E
Sep 2021
$110m
SERIES D
Total funding: $415m
Company benefits
- Flexible Working Arrangements: We maintain a hybrid remote work model and provide everyone with best of breed technology tools that enable them to work anywhere, anytime.
- Great Employee Benefits: Such as an Employee Assistance Programme (EAP), Health Insurance, Referral Bonuses, and Workato Stock Options, tailored to the countries that our employees are based in.
- Professional Development Opportunities: We support individual career ambitions, and set aside training programs and budgets they can tap on to upgrade both soft and hard skills.
- Dedicated Wellness: We make it a point to dedicate time to pause, recharge and get to know each other better.
- Recreation Time: From virtual game nights to fitness sessions, there's always time for a little fun on the calendars.
Company HQ
Palo Alto, CA
Leadership
Vijay Tella
(Co-Founder & CEO)Spent 15 years as an Engineer at Teknekron and TIBCO, before joining Oracle as CSO. They also served as CEO at Qik, and VP at Skype.
Harish Shetty
(Co-Founder & Strategic Advisor)Previously held leadership roles in engineering at TIBCO, Blink, and iProfile.
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