[Remote] Enterprise Account Success Manager at Crossbeam

Philadelphia, Pennsylvania, United States

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, SaaSIndustries

Requirements

6+ years in Customer Success at a fast-paced, high-growth international SaaS company working consistently with Fortune 500 companies in the enterprise SaaS space
Experience working with enterprise accounts (10k+ employee sized companies) with understanding of partnerships / ecosystem sales motions (from ISV, GSI and/or VARS)
Proven track record of revenue retention and expansion in Enterprise accounts
Strong executive presence and ability to navigate complex organizations
High business acumen and understanding of how to tie product value to key outcomes
Humble confidence: you take ownership and welcome feedback
Proactive, organized, creative and autonomous - you thrive in a startup environment and take pride in your execution excellence
A force multiplier — you make others around you better

Responsibilities

Establish strong relationships with your customers to bring a strategic and consultative approach to deployment, adoption, retention and expansion
Develop a deep understanding of our customers’ partner ecosystems and business priorities, building strong relationships with leaders to integrate the Crossbeam platform into their partner and sales strategies and drive revenue through partnerships
Understand the customer journey, and key points that lead to value and use that knowledge to coach and educate customers on best practices for successful use of Crossbeam
Internal power user of the Crossbeam product, and stay on top of the product roadmap and new features as they’re released. Provide ongoing feedback to the product team to help inform the product roadmap
Gain a deep understanding of your customer's use case and the problems they’re using Crossbeam to solve, as well as uncovering new use cases across the enterprise
Drive and anticipate renewal conversations with the customer within your book of business - detect retention risks and draft action plans to mitigate them
Cross team collaboration is key. Partner with Enterprise Sales, Product, Solutions and leadership to uncover whitespace within new lines of business and influence expansion deals

Skills

Key technologies and capabilities for this role

Customer SuccessAccount ManagementRelationship BuildingConsultative SellingAdoption StrategiesRetention ManagementEnterprise AccountsSaaS PlatformsPartnership EcosystemsGo-to-Market

Questions & Answers

Common questions about this position

What are the main responsibilities of the Enterprise Account Success Manager?

The role involves establishing strong customer relationships, driving adoption and expansion, understanding customer ecosystems and priorities, coaching on best practices, staying current on product features, uncovering new use cases, and managing renewals while mitigating retention risks.

Who does the Enterprise Account Success Manager report to?

The role reports to the Vice President, Customer Success.

What is the compensation for this position?

This information is not specified in the job description.

Is this role remote or does it require office presence?

This information is not specified in the job description.

What kind of experience makes a strong candidate for this role?

Strong candidates will have experience building strategic relationships with enterprise clients, deep knowledge of partner ecosystems and go-to-market strategies, consultative sales or success skills, and familiarity with customer success metrics like adoption, retention, and expansion.

Crossbeam

Platform for secure partner data sharing

About Crossbeam

Crossbeam provides a platform that enables businesses to utilize their partner ecosystems to drive growth. The main feature of this platform is a tool that allows companies to securely share data with their partners, which enhances both sales and partnership strategies. For partnership professionals, Crossbeam offers tools to identify and prioritize promising partnerships based on data insights. Sales teams benefit from the platform by gaining insights that help them close deals more efficiently and reduce sales cycles. Crossbeam's platform integrates with various data sources, such as CRM systems, data warehouses, Google Sheets, and CSV files, facilitating easy and secure data sharing. Unlike its competitors, Crossbeam focuses specifically on the B2B market and has established a strong presence with over 15,000 companies using its services. The goal of Crossbeam is to help businesses accelerate deal closures and boost revenue through effective partnership management.

Philadelphia, PennsylvaniaHeadquarters

2018Year Founded

$113.7MTotal Funding

SERIES_CCompany Stage

Data & Analytics, Enterprise SoftwareIndustries

51-200Employees

Benefits

Competitive medical, dental, & vision plans

Stock options & 401(k)

Parental leave

Flexible PTO policy

Remote first

Learning & development budget

Risks

Increased competition from Impartner could challenge Crossbeam's market position.

Merger with Reveal may lead to integration challenges and service disruptions.

Shift towards ecosystem-based selling requires rapid platform adaptation.

Differentiation

Crossbeam is the largest Ecosystem-Led Growth platform with over 19,000 users.

The platform integrates with CRM systems, data warehouses, and Google Sheets for seamless data sharing.

Crossbeam's merger with Reveal creates the world's largest ecosystem data repository.

Upsides

The merger with Reveal enhances AI-driven insights for go-to-market teams.

Integration with Impartner optimizes partner ecosystems for greater revenue growth.

Crossbeam Insider centralizes Ecosystem-Led Growth insights, increasing user engagement.

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