Job Description
Title: Strategic Customer Success Manager
Location: Remote – United States
Type: Full-Time
Workplace: remote
JobDescription:
Onfido is the new identity standard for the internet. We empower people around the globe to reach services they love and need simply, speedily and safely whether they’re renting a car or opening a bank account or completing a high-value transaction where identity is key. We built a full-service suite of AI-powered identity verification solutions with fairness and inclusiveness at their core, and were awarded Outstanding Leader in Accessibility’ and Best Innovation in Algorithmic Bias Mitigation’ awards at CogX.
Onfido is an established pre-IPO technology company with a prominent position in the global marketplace that has been repeatedly recognized for excellence in performance and innovation. In 2021 we were awarded Artificial Intelligence and Machine Learning Hot Company’ by CyberDefense Global Infosec Awards, Fraud Prevention Innovation of the Year’ at the CyberSecurity Breakthrough Awards, and named to the CB Insights Fintech 250 for the fourth year running. We’ve received over $200 million in funding from investors including TPG Growth, Microsoft, and Salesforce to achieve our vision. We partner with thousands of businesses to help millions access services every week from billion dollar institutions to hypergrowth unicorns. We support identities from 195 countries, and 2,500+ document types. Our recent growth is fuelled by continued increasing demand in the United States where we’ve grown in year-over-year sales by 264% as more enterprise organisations accelerate their digital transformation plans with Onfido.
Our goal is to work together to promote and celebrate an inclusive and diverse community. Collectively, all Onfidoers are committed to creating an environment where everyone can be themselves, and where differences are celebrated. We encourage people from all backgrounds and cultures to come together to solve some of the world’s most interesting problems.
Our Strategic Customer Success Manager (CSM) will be a key part of the North America Customer team, helping ensure that our Enterprise customers in North America recognize their objectives, receive value from their investment in Onfido, and as a result, renew and grow their commitment with us.
The Strategic CSM will be ultimately accountable for customers’ usage of the product and realization of value from their investment.
Strategic CSMs provide a blend of technical knowledge, analytical skills, and customer management/influence skills. Entrepreneurial in spirit, Strategic CSMs think creatively on how to ensure clients maximize value from their Onfido investment. Strategic CSMs can look at customer data, develop insights, and make recommendations to customers on how to improve results, onboard more customers more quickly, while reducing fraud and risk.
With our roots in London, Onfido is rapidly expanding in North America. Our customers include some of the largest companies in Financial Services, Payment Processing, Travel, and FinTech. The global Customer organization is uniquely positioned to help those companies through their digital transformations by providing expertise and best practices as those companies implement our identity verification solutions.
As a Strategic Customer Success Manager at Onfido you will:
- Understand customer objectives, set measurable targets, and help customers achieve those outcomes.
- Coordinate Executive Business Reviews with customers that address technical and product initiatives
- Be ultimately accountable for customer adoption and usage targets
- Monitor customer performance metrics and make specific recommendations for improvement
- Develop deep product and subject matter expertise
- Predict adoption and service blockers or challenges for customers and remove them by running repeatable plays that ensure positive results
- Establish and maintain positive and productive relationships with internal partners
- Quickly learn, master, apply, and position technical knowledge related to the Onfido platform and competitor offerings
- Identify opportunities to cross-sell Onfido products, increase usage and, when appropriate, work with the Account Executives so that they can drive growth with the customer that is based on value and outcomes for the customer
We’re looking for a Strategic Customer Success Manager who has:
- 3+ years solid experience in Customer Success/ Sales Engineering/ Technical Account Management / Professional Services or similar
- Experience simultaneously working with multiple customers who each represent more than $1M in revenue each
- Ability to organize and manage multiple and competing priorities
- Experience using technology, business intelligence tools, metrics and reporting to manage a customer relationship. Gainsight experience preferred.
- The ability to resolve a number of complex issues on their own, without the need to always ask for technical or subject matter assistance
- The ability to adjust your communication style to assist customers at various levels of technical depth and at multiple levels of leadership
- Ability to be an effective customer advocate to Product Management and other internal resources including senior level executives
- The ability to always assume positive intent when collaborating internally
- Patience, positive attitude and strong relationship-building skills
- Strong organization, time management and project management skills
- Strong sense of urgency and responsiveness
Desired Industry Expertise Include / We’re looking for a Customer Success Manager who has:
- Knowledge of Identity & Access Management (IAM), Customer Identity & Access Management (CIAM) or digital identity verification (IDV)
- A background in payments, cybersecurity, RegTech/Fintech or FS industries