Senior Customer Success Manager, Service Provider

Job Overview

Remote / Hybrid

Job Description and Requirements

The Service Provider Customer Success Management Team supports our partners in meeting their goals using the Relativity suite of products. The team guides overall value and product adoption based on the customer's individual requirements and segment best practices. The team works with Sales to understand account health and to identify any product or contract retention risks.

The Senior Customer Success Manager develops trusted-advisor relationships to drive success with our largest, most complex partners in our Service Provider segment. You will consult with each partner to align on ROI opportunities and utilization blockers each quarter. You will coordinate with teams across the business to achieve these goals and create cross-organizational clarity on progress, outcomes, and challenges while advocating for shared value. Goals might include introducing and implementing new features, expanding to new geographies or use cases, ensuring resolution of technical issues, increasing efficiency with new workflows, orchestrating meaningful multi-threaded engagement between the customer and Relativity.

The Senior Customer Success Manager will also develop best practices and new playbooks based on customer trends. You will analyze data and work with your manager to identify opportunities for new processes that will accelerate success for the team.

Due to the complexities of this team, we are seeking a candidate with ediscovery or legal technology experience.

Your Role in Action

• Create Shared Value
• Understand the return on investment (ROI) your accounts expect to receive from their RelativityOne subscription and, in collaboration with the assigned Account Executive and Technical Account Manager, build Success Plans to ensure this ROI is achieved.
• Identify and record "Verified Outcomes" (wins) when ROI is confirmed by the account.
• Plan and deliver Executive Business Reviews to align with account and Relativity leadership on achieved and targeted ROI
• Represent the partner's voice back to Relativity, proactively utilizing the "feedback loop" processes to foster a company-wide culture of customer success
• Regularly analyze customer usage and account health to reduce renewal risk or product churn while identifying potential up-sell opportunities
• Innovate New Success Motions
• Pilot new repeatable playbooks and best practices before they are rolled out to the broader CSM organization
• Propose and create new repeatable playbooks to address newly identified ROI opportunities and utilization blockers
• Orchestrate Across Departments
• Project manage complex plans, such as onboarding new products across geographies or enabling account success with non-standard use cases
• Engage accounts with Relativity subject matter experts and executives to address concerns and build deep, multi-threaded engagements

Your Skills

Relativity is committed to competitive, fair, and equitable compensation practices.

This position is eligible for total compensation which includes a competitive base salary, an annual performance bonus, and long-term incentives.

The expected salary range for this role is between the following values : $82,000 and $124,000

The final offered salary will be based on several factors, including but not limited to the candidate's depth of experience, skill set, qualifications, and internal pay equity. Hiring at the top end of the range would not be typical, to allow for future meaningful salary growth in this position.

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