Senior Customer Success Manager

About Us

Exotel is the emerging market’s leading full-stack customer engagement platform and business-focused virtual telecom operator. Incorporated in 2011, Exotel’s cloud-based product suite powers 50 million daily engagements across voice, video and messaging channels. Exotel powers unified customer engagement to over 6000 companies in 60+ countries, including India, SE Asia, the Middle East, and Africa. Today, some of the fastest-growing companies in the emerging markets (Ola, Swiggy, Flipkart, GoJek, Byju’s, Urban Company, HDFC Bank, Zomato, Oyo, etc.) manage their customer engagement with Exotel’s suite of communication APIs, Ameyo’s omnichannel contact centre (merger), and Cogno AI‘s conversational AI platform (acquisition) over the cloud. They’re a $100 million Series D funded company with $60 million in ARR.

About the Role

Banking & Insurance cluster

Prior experience in a Presales/Solutioning role facing Banking customers is preferable

You will be responsible for driving retention revenue targets, identifying upsell/cross-sell opportunities, and fostering new logo sales.

Additionally, you will collaborate closely with Account Directors to align with company goals and revenue objectives. This role demands a strategic mindset, strong technical acumen, and a deep understanding of customer needs in the communication technology sector.

Key Responsibilities:

• Manage a portfolio of enterprise customers serving as their primary business point of contact with high-touch engagement throughout their CX journey
• Develop and execute a 2-in-a-box strategy with Account Directors to maximize revenue and gross profit targets.
• Understand customers’ business value drivers, success criteria, and KPIs to develop Customer Success Plans (actionable blueprints by which Exotel and its customers can achieve mutual success)
• Establish a regular cadence of Executive Business Reviews with the customer to track progress towards their stated business objectives
• Track and monitor adoption and facilitate renewal within assigned accounts. Put plans in place to avoid down sells, revenue erosion or non-renewal
• Cultivate relationships with large GSIs/BPOs, marketing automation companies, CRM companies, and other IT/ITES enterprises.
• Act as a pre-sales expert and Technical Account Manager, facilitating technical conversations and ensuring smooth onboarding processes.
• Collaborate with sales teams throughout the sales cycle, from deal introduction to closure, ensuring seamless delivery and customer satisfaction.
• Proactively identify potential business leads for further business opportunities to support account growth, upsell and expansion.
• Stay abreast of AI-backed solution strategies to align with Exotel's futuristic product roadmap.
• Lead by example in a startup-like environment, demonstrating initiative and leadership in driving customer success initiatives.
• Leverage prior experience in similar organizations and knowledge of CPaaS, CCaaS, and Conversational AI products to enhance customer experiences.
• Serve as a strategic CSM, balancing customer-facing responsibilities with strategic planning and execution.

What do we look for?

• Bachelor's degree in a technology or a Business Administration related field.
• 5-8 years of experience in a technology-related field (preferably a SaaS industry), with a focus on customer success management and/or enterprise account management.
• Proven track record of managing and selling to large enterprise customers, preferably in the communication technology sector.
• Strong understanding of CPaaS, CCaaS, and Conversational AI products, with prior experience being a plus.
• Extremely strong customer-facing skills, including the ability to present to C-level and build relationships
• Leadership, interpersonal and communication profile that unifies, influences, and inspires cross-functional teams to meet the changing needs of customers
• Strategic mindset with the ability to identify and capitalize on business opportunities
• Demonstrated leadership abilities, with experience thriving in dynamic and fast-paced environments.
• Willingness to travel domestically as needed.