Customer Success Manager - APJ (Hybrid, Bangalore)

About Us:

In today's world, where data spreads across various clouds and devices, traditional security measures aren't enough. Businesses need a dynamic approach to defend against constant cyber threats and ensure agile data security. Fortanix leads the way in data-centric cybersecurity for hybrid multicloud environments, using advanced cryptography, encryption, and confidential AI solutions.

As data breaches become more frequent and traditional defenses fall short, we focus on data exposure management to keep your information safe. Our unified data security platform addresses vulnerabilities in hybrid multicloud environments, defends against threats, and makes it easier to discover, assess, and fix data exposure risks. Whether implementing a Zero Trust model or preparing for the post-quantum computing era, we help businesses worldwide protect their most sensitive data, wherever it is.

Our commitment to solving the world's toughest data security challenges has earned Fortanixmultiple Cybersecurity Excellence and Innovation Awards, as well as recognition from industry giants such as NVIDIA, Microsoft, Intel, ServiceNow, and Snowflake.

Our team includes industry leaders and cryptography experts, creating a culture of trust, innovation and collaboration where every voice is valued. Recognized as a Great Place to Work, we're looking for passionate individuals to help us shape the future of data security and work towards a safer digital future.

Fortanix is looking for a Customer Success Manager to ensure customers in the APJ region have a world class experience. As a CSM, you'll be the trusted advisor and primary point of contact for a portfolio of customers. You'll be responsible for instrumenting the post-sale customer journey through collaboration with partners in Customer Success Engineers, Support and Sales. You'll also cultivate and maintain strong relationships with customers, ensuring initial value realization as well as successful adoption and use of Fortanix's DSM solutions.

What you will deliver:

• Own the customer relationship with Fortanix customers, acting as a voice of the customer with GTM, Product and Engineering.
• Help with customer onboarding and training, thus driving adoption.
• Understand customer requirements, challenges, and the business outcomes they are expecting from their investment.
• Create and execute customer roadmaps. Drive consumption and ongoing usage of Fortanix with a high level of CSAT.
• Develop and execute strategic account plans with a focus on increasing product adoption new routes to value.
• Conduct periodic Business Reviews to ensure strategic alignment for consistent and timely collaboration with customers.
• Act as the main escalation point for business and technical issues, providing centralized and dedicated ownership within Fortanix.
• Proactively monitor and track usage, product consumption gaps, identifying opportunities to address potential issues.
• Be an expert on Fortanix, customer use cases and product integrations, while staying current with industry trends in crypto, HSMs and secure computing.
• Prior experience working with a SaaS solutions company and/or an enterprise software company

Must Have:

• Bachelor's degree in business or engineering, or equivalent work experience
• 3-5+ years of experience in Account Management, Customer Success, or Technical Support Engineering with a successful track record of execution.
• A knack for learning new technologies and new products, with the ability to communicate technical details with clarity.
• Demonstrated experience fostering relationships with technical and non-technical customer personas.
• Integrity and flexibility: you can patiently and enthusiastically navigate ambiguity in seeking solutions to new challenges.
• Familiarity with HSM and crypto technology. Experience with HSM from another company is a plus
• Shift Hours - APJ

Desirable:

• Experience working in a global organization with customers in different geographies.
• Comfort communicating in challenging customer situations.
• A demonstrated record of success in delivering customer outcomes.
• Experience in shaping positive relationships with new customer stakeholders or customer detractors.

• Hybrid Work Model
• 12 Annual Leaves & 12 Casual/Sick Leaves
• 8 Public Holidays + 2 Floating Holidays
• End of Year Recharge Week off
• Comprehensive Medical and Dental Insurance Coverage for employees and their eligible dependents
• Group Life Insurance
• Personal Accident Insurance
• Internet Reimbursement
• Employee Stock Options
• Onsite Snacks, Lunches, and Dinners Provided
• Quarterly Beer Bashes & Year-End Celebrations

Fortanix is an equal opportunity employer that celebrates diversity and is committed to creating an inclusive workplace with equal opportunity for all applicants and teammates. Our goal is to recruit the most talented people from a diverse candidate pool regardless of race, color, religion, age, gender, gender identity, sexual orientation, or any other status. If you're interested in working in a fast-growing, exciting working environment - we encourage you to apply!