Technical Account Manager

Contrast Security Named One of the Hottest Cybersecurity Companies in the 2024 Citizens JMP Securities LLC Cyber 66 Report Contrast recognized for its innovation in Runtime Security
Contrast Security is the world’s leading provider of security technology that enables software applications to protect themselves against cyberattacks, heralding the new era of self-protecting software. Contrast's patented deep security instrumentation is the breakthrough technology that enables highly accurate assessment and always-on protection of an entire application portfolio without disruptive scanning or expensive security experts. Only Contrast has sensors that work actively inside applications to uncover vulnerabilities, prevent data breaches, and secure the entire enterprise from development to operations to production.
About the Position
As a Tier 3 Technical Account Manager, you will take a data driven approach and be responsible for the overall success of our scale portfolio of customers.  You will lead customers' value realization journeys, coordinating a cross-functional team that spans Sales, Services, Support, Engineering, Product Management, and others.  To become a trusted advisor, you must become a subject-matter expert on Contrast's products, use cases, and application security best practices.

Responsibilities

• Operational Excellence: Follow the Scale practices and strategy for each customer based on customer needs and product satisfaction.  Ensure smooth handoffs from sales to onboarding and from onboarding to business outcomes, adhere to processes and procedures laid down and maintain data integrity in recording systems.
• Customer Intimacy: Engage 1:1 with targeted customers at key points in the customer journey to ensure the adoption of Contrast's products and potential growth.  Cultivate relationships with executives and key stakeholders to ensure a successful long-term business partnership and become an expert on your customers' deployment of Contrast.
• Data Analytics: Regularly review adoption and usage trends and work closely with customer and Contrast teams to address adoption blockers.  Assess accounts, make recommendations and escalate to the proper stakeholders when necessary 
• Advocacy: Develop and maintain Contrast advocates for references, case studies, etc. and bring intelligent product feedback and recommendations from customers back to the Contrast Product team.
• Prioritization: Juggling multiple accounts and activities simultaneously with attention to detail.
• Collaboration: Contribute to the development of industry-leading processes and best practices for delivering application security to scale customers. Partner with renewal and sales specialists to help ensure renewal and expansion opportunities are identified and closed successfully. 
• Company Values: Our values are our guiding principles. At Contrast, we have 5 core values that embody who we are and what we do. We Do The Right Thing, We are Customer Centric, We Respect Others, We Win Together, and We Experiment and Learn. You will be responsible for embodying these values in your work and interactions with both internal and external stakeholders.

Qualifications

• 3+ years of experience working in a data driven role as a CSM, account manager, data engineer or similar role at a B2B SaaS company, preferably in the security space
• 3+ years of experience working on SMB/Scale accounts (with ARR <$100k) with demonstrated experience in managing different (multiple) accounts at different stages in the customer life cycle
• Solid understanding of modern SDLC and software engineering practices, including Agile, CI/CD, and DevSecOps
• Experience building a 1:many, data driven customer success program 
• Exceptional verbal and written communication skills, including the ability to lead and facilitate meetings and presentations, as well as create content for documentation deliverables.
• Experience with these types of customer engagements:
• Executive business reviews
• Training
• Creating structured programs to drive adoption
• Creating and executing against success/project plans
• Positive engagement based on insights from data
• Process and data oriented, with strong problem-solving ability
• A bachelor’s degree is required.  Business or technical degree preferred

What We Offer
Salary and Other CompensationThis position’s standard base pay range is $100,000 - $140,000 annually.  This position is also eligible for a VCP and equity package subject to the terms of the Company’s applicable plans.  When determining a candidate’s compensation, we consider several factors: geography, skill set, experience, job scope and current market data.
Benefits:Contrast Security offers the following benefits for this position, subject to applicable eligibility requirements: Medical Insurance, Dental Insurance, Vision Insurance, 401(k) Retirement Plan with Employer Match, Life Insurance, Long Term Disability Insurance, Short Term Disability Insurance, Transit and Commuter benefits, Flexible PTO, 56 hours of Annual Sick time, Paid Parental Leave and Paid Holidays.
Disclaimer:The salary, other compensation, and benefits information are accurate as of the date of this posting.  The Company reserves the right to modify this information at any time, subject to applicable law.
We are changing the world of software security. Do it with us.  We believe in what we do and are passionate about helping our customers secure their business.If you’re looking for a challenge and want to enjoy where you work, you’ll love Contrast Security.
Contrast Security is committed to a diverse and inclusive workplace. We are an equal-opportunity employer, and our team is comprised of individuals from many diverse backgrounds, lifestyles, and locations. At Contrast, we strive to build diverse teams that reflect the people we want to empower through our products. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. Equal Opportunity is the Law, and Contrast is proud to be an equal-opportunity workplace. If you have a specific need that requires accommodation, please let a member of the People Team know.
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