Senior Customer Success Manager

Menlo Security's mission is enabling the world to connect, communicate and collaborate securely without compromise. COVID-19 has made our mission all the more real. We support customers across various enterprises including Fortune 500 companies, 9/10 of the largest global banks and the Department of Defense.

The world has fundamentally changed. We are growing from 400 employees into the next phase of our journey, and we need passionate talent filled with empathy and agility. The right candidate for the job is ethical, hyper-organized, fanatical about seeing things through to completion, service-oriented, and humble enough to take feedback and coaching yet confident enough to provide feedback and coaching.

Menlo is well-funded for growth and our investors are second to none. They include Vista Equity Partners (“Vista”), General Catalyst, JPMC, American Express, HSBC, and Ericsson Ventures.

Role Overview:

As a Senior Customer Success Manager at Menlo Security, you will be a strategic partner to our enterprise and mid-market customers, ensuring they derive maximum value from their investment in Menlo Security's solutions. You will be responsible for building strong, lasting relationships with key stakeholders, driving product adoption, identifying opportunities for expansion, and ultimately contributing to high customer satisfaction, retention, and growth. This role requires a blend of strong relationship management skills, technical acumen, and a proactive approach to customer advocacy.

Key Responsibilities:

• Strategic Relationship Management:

• Serve as the primary point of contact and trusted advisor for a portfolio of key customer accounts, including engagement with C-suite executives (CTOs, CISOs, Security Architects, etc.).

• Develop and maintain strong, positive relationships with customer stakeholders, aligning on business objectives and driving success throughout the customer journey.

• Conduct regular business reviews (e.g., Quarterly Business Reviews - QBRs) to demonstrate ROI, review progress, and align on future strategic initiatives.

• Value Realization & Adoption:

• Ensure customers continuously realize tangible value from their Menlo Security solutions, promoting optimal utilization and maturity of the platform.

• Work with customers to define clear success criteria and track progress against agreed-upon metrics.

• Proactively identify opportunities for increased product adoption and utilization, educating customers on new features and best practices.

• Provide guidance on security best practices and how Menlo Security's solutions can address evolving threats.

• Retention & Growth:

• Drive contract renewals and identify opportunities for upsell and cross-sell within your assigned accounts.

• Manage the renewal pipeline and provide accurate forecasts.

• Collaborate with the Sales team to facilitate seamless transitions from pre-sales to post-sales and identify expansion opportunities.

• Customer Advocacy & Feedback:

• Cultivate customer advocates who can serve as references, participate in case studies, and provide testimonials.

• Act as the "voice of the customer" internally, relaying feedback to Product, Engineering, and Support teams to influence future product roadmaps and improve service delivery.

• Identify and mitigate "at-risk" accounts, developing and executing remediation plans.

• Technical Acumen:

• Maintain a high level of technical understanding of Menlo Security's products and the broader cybersecurity landscape (e.g., web proxies/secure web gateways, NG Firewalls, SSL/IPSec, SSO, DLP, CASB, SASE, cloud security).

• Be able to discuss and understand system integrations (SSO, Azure AD, Proxies, Cloud API, VMs, Firewalls) and assist customers with technical queries or direct them to appropriate support channels.

• Provide insights on product performance and work with internal teams to resolve complex technical issues.

• Cross-functional Collaboration:

• Work closely with internal teams including Sales, Marketing, Product, Engineering, and Support to ensure a cohesive customer experience and drive customer success.

• Shepherd customers through t