The driving force behind our success has always been the people of AspenTech. What drives us, is our aspiration, our desire and ambition to keep pushing the envelope, overcoming any hurdle, challenging the status quo to continually find a better way. You will experience these qualities of passion, pride and aspiration in many ways — from a rich set of career development programs to support of community service projects to social events that foster fun and relationship building across our global community.
The Role
The Customer Success Manager (CSM) is responsible for building and maintaining strong, high-level relationships with key decision makers, influencers, and senior management within assigned accounts, ensuring high levels of customer satisfaction and recognition of ROI, leading to strong renewal results and growth opportunities. We are looking for a passionate and experienced individual able to help a portfolio of customers achieve their business objectives by leveraging our solutions. This person will achieve this by creating trusted relationships, providing technology, governance and adoption insights and industry thought leadership. Customer Success Managers must align our success with customer business initiatives by possessing an unrivaled sense of autonomy, ownership, and dedication to helping each customer increase their level of maturity in key business processes.
Your Impact
- Owns the customer experience, journey (adoption and value capture) and renewal results for your assigned accounts.
- Focus on customer intimacy.
- Deliver business impact and innovation to a customer's business by truly understanding our customers' key business issues and opportunities.
- Build and nurture key decision makers, influencers and senior management relationships across top accounts to solidify our partnership and commitment to the customer while penetrating the account deeper.
- Understands the customers’ business environment, challenges and opportunities, and aligns AspenTech’s initiatives with the customers’ initiatives, ultimately, aligning AspenTech’s success to the customers’ business initiatives.
- Acts as a trusted advisor throughout the entire lifecycle of a customer account following the initial sale through successful adoption and ultimately renewal with growth.
- Ensure our solutions are understood that results in an increase in customer adoption and customer satisfaction.
- Proactive customer contact and on-site visits to perform Executive Business Reviews, user group meetings, Road Maps, etc., to improve relationship and plan strategically with customers to help them meet their sales productivity objectives through the use of our products and services.
- Collaborates with internal implementation consultants, sales account managers, and renewal representatives to develop and execute account plans, and initiate renewal and expansion opportunities to generate new revenue. Work as part of the team to develop strategies for scale and growth.
- Ability to effectively facilitate and lead cross-functional teams and resources; manage both with and without organization authority.
- Delivers product insight and strategy advice for sales enablement, communication, and training initiatives.
- Uncovers and mitigates any risk that threatens your customers’ growth, satisfaction, or renewal; conceive and execute risk mitigation plans by utilizing all available AspenTech resources.
- Responsible for nurturing assigned account base into long term strategic partnerships while increasing customer usage and adoption of solutions.
What You'll Need
- Bachelor’s Degree in Chemical Engineering or similar Science / Engineering degree is required.
- 6 plus years of experience.
- Experience working in the process industries is required, experience of working in Upstream or Refining is required.
- Experience in Refining planning processes is preferred.
- Experience in working with AspenTech’s Engineering or Manufacturing solutions or similar software suites used in Process Industries.
- Experience in Customer Success Management, Program Management, Pre-Sales or Professional Services
- Excellent communication skills, both written and verbal.
- A verifiable track record of consistently meeting and exceeding revenue goals or business objectives.
- Proven ability to effectively facilitate, lead cross-functional teams and project manage.
- Experience with managing multi-million-dollar portfolios.
- Skilled at building relationships with key decision makers, influencers and senior management within an account.
- Strong self-motivation, agility and business acumen.
- Travel: up to 25%.
- Fluent English Speaker
