Sr Customer Success Mgr

16-Jan-2025

US Remote

9964BR

Company Summary

As the recognized global standard for project-based businesses, Deltek delivers software and information solutions to help organizations achieve their purpose. Our market leadership stems from the work of our diverse employees who are united by a passion for learning, growing and making a difference. At Deltek, we take immense pride in creating a balanced, values-driven environment, where every employee feels included and empowered to do their best work. Our employees put our core values into action daily, creating a one-of-a-kind culture that has been recognized globally. Thanks to our incredible team, Deltek has been named one of America's Best Midsize Employers by Forbes, a Best Place to Work by Glassdoor, a Top Workplace by The Washington Post and a Best Place to Work in Asia by World HRD Congress. www.deltek.com

Business Summary

The Deltek Engagement Services team plays a key role in helping our customers maximize the value for their solutions. As a member of our team, you are the customer's advocate to help them find answers to their questions and support the renewal and growth of their business. If you thrive in a collaborative environment, where learning and development are encouraged, consider Deltek as the next step in your career.

Position Responsibilities

The Renewal & Growth team is responsible for driving account revenue, growth, and value to the customer throughout the customer life cycle, ensuring customers transition smoothly through Deltek product and service adoption, changes, and upgrades. This role is both customer and internally-facing, requiring the ability to develop collaborative and trusting relationships with customers and internal cross-functional teams such as Customer Success, Sales, Legal, etc.

Responsibilities: Day to day responsibilities for the Senior Renewal & Growth Specialist (R&G Specialist) may include, but are not limited to:
* Forecasts, builds, and manages pipeline on a rolling 180-day basis, maintaining accurate documentation and statuses in Salesforce, Gainsight, etc.
* Drives and closes renewal opportunities within assigned territory. This includes creating proposals and contracts, renewal documentation, quotes, and amendments including as upgrades, downgrades, pricing, transfers, and migrations, ensuring timely and accurate processing of renewals
* Executes account plans that align with revenue growth targets, including renewal/multi-year renewal strategies and expansion roadmaps
* Collaborates with Sales, Customer Success Managers, Legal, and Finance teams to ensure customer requirements are met and to provide a seamless customer experience and achieve renewal, uplift, retention, and expansion revenue targets, and to ensure successful, timely renewals and reduced churn risk
* Maintains up-to-date knowledge of Deltek's competitive positioning in the marketplace
* Collaborates with Sales Operations to guide tool/process improvements and best practices
* Provides feedback to Renewal & Growth leadership to optimize the renewal experience
* Analyzes customer feedback to capture product expectations, experience, satisfaction, and abandonment propensity in the CRM system

Skills:
* Ability to effectively communicate and build trusting internal and external relationships with a best in class, customer-oriented approach
* Ability to influence and negotiate successful renewals and revenue expansion
* Demonstrates a general understanding of the sales cycle and solution selling process by managing multiple accounts deadlines and demands, and provide accurate, timely deliverables in a fast-paced environment
* Ability to hold quota for assigned territory and close prospects and execute strategic account plans
* Ability to understand and analyze complex business environments and uncover customer issues, process problems, and translate needs into business opportunities
* Ability to effectively use Microsoft Excel, Outlook, CPQ, Salesforce and CRM systems and maintain complex spreadsheets
* Ability to accurately forecast, build, and manage pipeline
* Ability to analyze and anticipate needs, applying flexibility to adapt to changes, growth opportunities, or risks
* Ability to identify and apply creative solutions to problems
* Ability to learn and apply strong product knowledge

Qualifications

Qualifications:
* 5+ years of experience in Customer Success, Account Management, or Sales, with a focus on revenue growth and retention
* Intermediate proficiency in Salesforce and Gainsight
* Experience with forecasting or revenue tracking
* Bachelor's degree in Business or a related field preferred

Compensation Information

The U.S. On-Target-Earnings (OTE) for this position is $78500.00 - $88,000.00. This range is subject to change as Deltek takes a number of factors into consideration when determining individual base pay, such as location, job-related knowledge, skills and experience. Certain roles are eligible for additional rewards, including incentive compensation and equity.

Benefits and perks listed here may vary depending on the nature of employment with Deltek. Employees have access to healthcare benefits, a 401(k) plan and company match, paid vacation time and holidays, well-living programs, short-term and long-term disability coverage, basic life insurance and tuition reimbursement.

Travel Requirements

10%

Compliance Requirements

Certain roles may have additional privacy, security and compliance requirements to the extent they support Costpoint GCCM or similar product offerings.

EEO Statement

Deltek, Inc. is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected veteran status.

E-Verify Statement

Deltek, Inc., utilizes the E-Verify program with every potential new hire. This makes it possible for us to make certain that every employee who works for Deltek is eligible to work in the United States. To learn more about E-Verify you can call 1-800-255-7688 or visit their website by clicking the logo below. E-Verify is a registered trademark of the United States Department of Homeland Security.

Applicant Privacy Notice

Deltek is committed to the protection and promotion of your privacy. In connection with your application for employment with us at Deltek, it is necessary for us to collect, store and use information about you ("Personal Data") to administer and evaluate your application. We are the "controller" of the Personal Data you provide us and will process any such Personal Data in accordance with applicable law and the statements contained in this Employment Candidate Privacy Notice. Additionally, we have not sold and do not sell Personal Data you provide to us through the job application process.